If you cannot handle objections, then you are in the wrong job........FACT!
To many Sales Professionals come into the sales industry get a few sales, think it's easy and then spend the rest of their life waiting for prospects to buy. When they get objections they straight away think there is no sale and try to finish the presentation as quickly as possible.
A question to you........... Whatever product or service you sell, imagine your company was going to split the Sales Team into Two Divisions.
Sales Team A that only deals with prospects that want to buy,
and Sales Team B that only pitches to prospects that have no interest at all but are prepared to let you do your presentation because of a great marketing pitch or cold call which has got you in front of them.
Which Sales Team do you want to work in?
Remember Sales Team A..........They only pitch to prospects that want to buy!
and Sales Team B.............that only pitch to prospects that have been cold called!
Working on which Sales Team will you make more money?
If you choose Sales Team A if you are really lucky you will maybe see 1 prospect a month or more likely maybe 2 a year.
If you choose Sales Team B you will see at least 2 prospects a day, every day, and you will close 1 in 4 with the right attitude and belief in yourself and your product.
It is a fact. Sales would not exists if every prospect wanted to buy, that's why people who work in retail shops are not paid as much as those who work in the Field or on Commission only.
"I'm in Sales.....I sell HD TV's, my close when someone comes into my store to buy is what size would you like 42 or 48 inch."
An Objection is what a Sales Professional wants to hear......FACT! It does not mean the prospect is saying no to what you are selling, it just means they do not know enough to say YES yet.
When you get objections, the standard way to handle them is to,
Agree,
Confirm,
Overcome.
For those of you that want to take this to the next stage when a prospect gives you an objection.
Listen, wait a few seconds and repeat it back to the prospect, and stay silent, in most cases the prospect will answer the objection themselves or even realize what they said meant nothing so you can move along in your presentation.
You can use this for most simple objections (smoke screens) that your prospects say.
PLEASE REMEMBER
A lot of front end objections do not mean anything; they are just lines to throw you off scent. All prospects have an in-built defense mechanism that causes reflex actions. These reflex actions are mostly minor objections which should be completely ignored, or by using this tip repeated back to the client for their response.
Do objections bother a Sales Professional?..........NO!
They stay focused and work smart; they ask the right questions, LISTEN and get the clients to like them.
They have a positive mental attitude regardless of the weather or what life throws at them.
A Sales Professional Welcomes Objections...........FACT!