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The Sales Buzz Issue 94 - 3 Sales Tips to prevent real objections stopping you closing
October 19, 2010
I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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Real sales objections are the ones that have a true objection, a real reason behind them.
They often come up as you try to close the sale after you have presented your sales proposal.
One of the main causes of these real objections is missing one of the prospect’s key wants, needs, or desires.
It could be that poor questioning has meant some important information was not gathered from the prospect.
If the prospect did give the information at the questioning stage it may have been forgotten or missed when presenting the sales proposal.
3 Sales Tips to stop this happening
Try these 3 simple techniques to prevent real sales objections:
Use a structure that starts with open questions to get a real overview of what the buyer wants. Then use alternative answer questions, where you offer two or more alternatives, and then closed questions that require a yes or no reply.
This sales questioning technique is sometimes called the questioning funnel and it will give you an overview of wide ranging information followed by more specific details.
2. Always use a summary to check you gather it all in
Use a summary to check you have gathered in all the information you need to give the buyer what they want.
Use more than one. The more information there is the more summaries you should use.
You want to check that you have understood the answers they have given. Use summaries to make sure you know what they want from the product or service you are selling.
You also use a summary to check that you have all their needs, and that you have asked about all the benefits they are looking for. Ask if there is anything else.
You ask if there is anything you have missed, or are there any other benefits that they have thought about while you have been talking.
3. Base your sales presentation on their answers
I often see sales people ask really good structured sales questions, and then they go into a standard rehearsed sales presentation.
They get all this valuable information that will help them sell to this individual buyer, and then they go into a standard sales pitch presentation that doesn’t include it.
Use the information the prospect has give you as the basis for your sales proposal.
Do not use a standard sales presentation.
Tailor it to your prospect’s needs.
Use the 3 Sales Tips – Close more sales
Use the 3 sales tips above and you will prevent many real objections. Your questions will have gathered all the buyer’s need, wants, and desires.
You will have checked that you have covered everything because you used a summary.
You have gathered all the relevant information to write the proposal to present to them.
Build this into your selling process and you will prevent objections and close more sales.
These 3 sales tips will increase your sales, stop sales objections, and make closing the sale a lot easier.
See how to add them to your sales pitch or selling process at Sales Training Course...
For more on Overcoming Sales Objections open How to handle sales objections...
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How do you prevent sales objections from stopping your sales?
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