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The Sales Buzz Issue 185 - Go Around an Objection – Not Through it
December 04, 2012
Go around an objection to a sale instead of meeting it head on. Overcome objections with a smart technique instead of a smart answer. Interested... Read on...
Go Around an Objection – Not Through itGo around an objection with soft sell techniques that avoid confrontation and close more sales.
Rather than me waffle on about a great technique, here’s an example using a real sales situation:
A sales manager has some sales vacancies to fill and is approached by a recruitment agency.
The objective of the recruitment agent is to get their candidates into interviews with the sales manager.
The telephone conversation went like this:
The recruitment sales person introduces herself and tells the manager who she is and why she is phoning. Then the manager raises an early objection.
Sales manager: We already have agencies that we use to fill our vacancies.
Recruitment agent: I understand your loyalty. Tell me, do they always find you the best available candidates.
Sales manager: We’re happy with the applicants they send to us.
Recruitment agent: Have you ever tested the quality of their applicants to make sure you’re getting the best people to select your people from?
Sales manager: No, but we have always been able to fill our positions by using the same recruitment agencies.
Recruitment agent: So there could be better, more experienced candidates out there but without anything to test your current recruitment agencies against you will not know that for sure.
Sales manager: Well I suppose there could always be better candidates but we are happy with the service we get.
Here’s the technique to go around an objection...
Recruitment agent: That’s great. Could I make a suggestion that will help you to test the quality of the candidates your current recruitment agencies are sending you?
At your next interviews I will send you two people that our screening system matches to your job description. You can use them as a benchmark to compare to the other agencie’s candidates.
You don’t have to consider them for the vacancies you have. Just interview them in the normal way and see how they compare to the others.
There’s no obligation, no cost involved, and you get the chance to make sure you are getting the best possible service. When you’ve completed the interviews I’ll give you a quick call to see how things went. Does that sound okay?
The sales manager agreed to the proposal.
The sales manager gave the objection: We already have agencies that we use, very early in the call.
The recruitment agent didn’t try to overcome this in the usual head on, confrontational way. She didn’t try to talk the sales manager out of using his regular agencies, or argue for him to make any changes.
Instead, the recruitment agent used a technique to go around an objection. The objective was to get their candidates in front of the sales manager in an interview. No need to beat the competition or get the sales manager to stop using them. That wasn’t the objective.
The recruitment agent achieved her objective by going around the objection.
The sales manager may feel they have been given something here rather than have to give something or make a change.
The sales objective has been achieved, so the recruitment agent is happy.
The sales manager hasn’t agreed to start using the new agency, and he has the opportunity to compare the services and candidates from his current agencies. So he’s happy.
This is how to overcome obstacles to sales: Go around an objection and present a win – win solution.
See more techniques, like this one, in the section of our website at Sales Objections...
I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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