handling objections the key to

Handling customer objections is arguably one of the key sales ingredients for successful selling techniques. It is so important for the sales professional to develop effective closing styles, and to learn how to use them in a very natural and influential way.There are many objections that a customer can give a sales person. It would be impossible to list them, much less address all of them in one article. However, there are a few which are the most common and can also be the sales killer, if the sales person is not properly prepared for or comfortable with them.Probably the one that almost all sales people dread the most is: "I'll think about it." This is, at first glance, the most difficlt to overcome because the customer is really telling you nothing. All they are saying is that they want to "think about" something. The sales person has NO IDEA what it is that the customer wants to "think about."Here's the answer to what they are REALLY saying to you:When a customer says they want to think about it, what they are really saying is, "we are done here, You have not convinced me of anything." They are, in a very polite way, telling you to go jump in a lake.Now that we got THAT cleared up, how do we HANDLE this?Before we tackle this annoying objection, let's first take a moment to discuss mechanics for handling ANY objection that may be thrown at you. Keep in mind that it is IMPOSSIBLE to overcome a customer's objection. Objections place you and your prospect in an adversarial situation, and that is the LAST place you want to be. This is because you can NEVER WIN, if you are in that position. When a customer states an objection, they are telling you that they do not want to make a purchase for whatever reason or reasons, they feel are valid. Trying to convince the customer he is wrong to feel that way, is a crash and burn strategy for the salesperson. Instead, follow theses steps:1: After your customer expresses their objection WAIT FIVE SECONDS BEFORE RESPONDING. I usually take a deep breath and nod, counting off the five seconds, which makes the customer feel that I've truly heard what they said, and can relate to what they are saying.2: AGREE WITH THEM. This is VITAL! You never have an argument with someone who agrees with you, plus, everyone LIKES someone who is of similar mindset and opinion as they are. A very good responding statement is: "I can fully understand what you're saying. I can understand why your feel that way. "3: ISOLATE THE OBJECTION. Simply ask them if that is the only reason why they are not moving ahead with the sale. The reason for this is simple. You don't want to keep getting peppered with an endless barrage of unexpected objections. Have them "bare their soul" to you, and give them a chance to express their thoughts and feelings. Believe me, everyone LOVES having an audience, and they will think a lot better of you, during and after they've spoken.4: PROPOSE A SOLUTION. After they've fully expressed and clarified their objection, it is IMPERATIVE that you turn their objection into a QUESTION. "Thank you, Mr Customer, for sharing your concerns with me. It seems to me that you are very interested in this product, and that you would be interested in moving ahead with this, however, you're a bit concerned with (state the objection in your words ie: the cost). Is that correct? (Get their agreement) That's great! So, if I can show you how we can address this concern, to your satisfaction, then there really would be no reason not to move ahead with this, correct?"5: Get that final commitment. Address the problem and RE-CLOSE BY ASSUMING THE SALE.To handle that "I want to think about it," objection, you need to probe just a little more to draw out the REAL reason why they don't want to close the deal. I've found that by asking the question: "Mr Customer, I can understand that you would like some time to think about this. Exactly what is it that you feel you need to talk more about?"Once the customer gives you their REAL reason, take it from there.Here's to your success and I'll see you at the top.

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