0044 – Overcoming Sales Objections

“In this episode…”

We’re handling sales objections. What do you do when the customer is trying to say ‘no’. What does it mean? and how do you overcome it.

Teaser Bullets

  • How to empathize with your customer
  • Sample objections and responses
  • How to handle, “I’ll think about it”

The Problem

If you’ve ever had a sales job, you’ll recognize that it’s usually comprised of two distinct sections. The first part is training, where you have the best time ever and everyone wants to buy your stuff during your role playing sessions, then there’s the real job where people would rather shoot children in the face than buy anything from you. On a lighter note, this show is about handling sales objections…get the sale, save a baby’s face.

  • Tom Hopkinshttps://twitter.com/TomHopkinsSales
  • Closing Tough Sales – Put the Shoe on the Buyer’s Foot – http://www.tomhopkins.com/blog/sellingskills/closing-tough-sales-put-the-shoe
    • When it comes to closing tough sales, it’s wise to mentally walk the proverbial ‘mile in the other person’s shoes’ so you can gain a clear understanding of their feelings about your company, your brand, or the specific product you market. In order to lower their defenses and open their minds to allowing you to serve their needs, it’s also critical that you put the shoe on the buyer’s foot.

 

 

  • Mistakes
    • Alyssa Gregoryhttps://twitter.com
      • 4 Tips for the Non-Salesperson on Overcoming Sales Objections – http://www.sitepoint.com/overcoming-sales-objections/
        • One of the worst things you can do when faced with a sales objection is tell the client what you think they want to hear. First, it almost always sounds disingenuous, and second, you might be wrong. Instead, after you’ve listened closely to what they’re saying, and what is not being said, approach their concerns with honesty.
    • Patricia Fripphttps://twitter.com/PFripp
      • How to Overcome Sales Objections – http://www.fripp.com/blog/how-to-overcome-sales-objections/
        • One of the oldest and most used smokescreens in the book is the, “I need to think about it” objection. So many sales reps struggle with this one because they think the prospect isn’t saying no, and so they don’t know how to respond to it.
        • whenever I tell someone I need to think about it, I usually mean one of three things: 1 – I’m not going to be a deal for whatever reason and I just want to get them off the phone, 2 – I kind of like the idea but I’m going to have to find the money or talk to my partner, or something else is holding me back, and 3 – I really like the idea, and I just have to move something around before I say yes.
        • Be honest with me ________, which one of those things is it for you right now?
    • Kathryn Aragon – https://twitter.com/KathrynAragon
      • 5 Common Objections Your Sales Page Must Overcome to Make the Sale – http://blog.crazyegg.com/2013/04/24/overcome-objections/
        • I can get the same results on my own – Early in your sales presentation, you need to present your product and clearly state what people gain when they use it. Never beat around the bush. Make it as plain and simple as possible, so there’s no doubt about what you’re selling.
        • To overcome the “I can do it myself” objection, make your benefit as big as you can without losing credibility.
    • Michael Zipurskyhttps://twitter.com/MichaelZipursky

If you have any comments or questions, or just want to tell me that my face looks funny, you can do so in real time by sending a message on Twitter to @ideatoopen, or you can shoot me an email at info@ideatoopen.com.

In Closing

In closing, on behalf of myself, Elijah R. Young, and everyone involved in bringing this show to your ears, we hope you can move your idea one step closer to being open.

We’ll talk soon.  

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