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Dear [[-FullName]]
Welcome to 4S, the free monthly Ezine for IT sales and marketing pros. We're back with a fresh installment of thoughts and practical suggestions that may help in your professional pursuits. We have themed this issue on Objection Handling, a reality that stares in the face of every salesman, every day.
While most hard-boiled sales professionals have ready and indigenous formulas, every sales call nevertheless remains a challenge. Well, getting around it and closing the sale is what gives the Salesman a high. The articles below throw light on some areas of anticipating and handling objections.
We trust you find 4S helpful. Do recommend 4S to your friends in the fraternity. Comments, articles and suggestions are welcome.
Cheers
4S Team
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| Customer's objections: The window of opportunity for closing the sale | |
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The solution to handling objections successfully is to anticipate them. If you do this, you'll find that hearing objections won't have such an emotional impact on you. Instead of feeling shaken, you'll feel confident that the prospect is giving you a foundation to stand on as you chip away at the problem.
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Here are four ways to anticipate an objection:
Keep an objection journal. You'll encounter plenty of objections in your daily meetings with customers.
Study human nature. Certain types of objections seem to go with particular personalities.
Investigate proven methods. Study sales experts' proven techniques to handle objections. Adapt their approaches to create your own method of conquering objections.
Become a logical and clear communicator. When your knowledge of the product is comprehensive enough to give customers a clear understanding of your proposition, they are less likely to object.
Full article from Entrepreneur.com
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| Handling Objections & Closing sales | |
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Here are some tips to understand and satisfy customer's requirements and close the sale.
Handling objections
Objections are buying signals. But they do mean that customers want to be totally clear and comfortable with certain points before they say yes.
Make sure you've done your job
Sometimes objections are caused by bad preparation. The sales person has not properly understood the buying motives and needs of the client.
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Repeat it back to them to see if it makes sense
Some objections arent logical. Some people want to buy but dont like being sold to and panic at the commitment. Relay their objection back to them.
Hidden objections - get to the real problem
Ask them to elaborate, ask why it bothers them, why they want it in that colour? You can't possibly answer an objection successfully until you have the detail.
Use testimonials
Get letters from satisfied customers, and case histories to make the client more confident about using your company.
Agree with the objection
Agree and override the objection with a strong selling point and a close. Agreeing with their point can often disarm the customer and deflect the objection. But always follow it with a selling point and close.
Make a list and lay on the guilt!
If you've been closing throughout your fact find and your presentation you will already have a list of things your client agreed on.
Take it away from them
Tell them you've worked so hard to meet all their requirements that this deal has turned out to be pretty unique. Fear of loss is greater than the desire to gain!
"Would they like their competitors to have it?
Would you want your competitors to have one of these instead of you?"
Provide an answer
If the objection is in the form of a simple question - answer it!
Click here for the full article from Bommm.com
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| Brief Objection Handling Process Summary | |
| Stage | Guideline proportion % | Goal | Brief keyword examples |
| Empathy | 40 | The prospect believes you are on the same wavelength, start to encourage them to talk more about their objection | I can see that,I absolutely agree... |
| Explore | 25 | Find out as much about the objection as possible, including its motives and background | How, Why, Where, What, Who? |
| Confirm | 10 | Get the prospect to say you understand them | So, if I understand you right... |
| Respond | 20 | Put forward what the reality is that negates their objection | Evidence includes...,Your benefits would be... |
| Action | 5 | The prospect is happy you have shown them the light, and move on | Do you see?Is that satisfactory? |
Index courtesy: http://www.salesrepswinner-net.com.
The computer that destroyed Osborne Computer Corporation |
This was by no means a bad system, but its launch was a disaster for one of the fastest growing computer companies of the early 80s. Announced months before availability, news of the Osborne Executive brought sales of the Osborne One to a screeching halt and killed a $100M company.
Compounding the problem were reports that the Executive was going to be an IBM PC compatible (it wasn't; it was a CPM box), an impression Adam Osborne helped fuel. The complete story of the Executive can be read in John Dvorak's Hypergrowth:The Rise and Fall of the Osborne Computer Corporation. Out of print, but used copies are available. Recommended reading.
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Read the full article at http://www.insearchofstupidity.com.
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