Article 8 - Handling those Objections!

You know what – the new era of selling is very much more conversational and consultative than it ever used to be with the main emphasis on building trust and rapport.

People don’t like to feel they are being sold to and will usually see through clever sales techniques.  However do not be fooled in to thinking you don’t have to use those clever techniques in order to get a sale – of course you do! You just have to be really good at them!

The trickiest objection to handle is when the client brings up a real and legitimate drawback that you can do nothing about. Probably the most common is price, and we have all had that one!

A good way of handling these objections is to outweigh the problem with things that the client likes about your product. 

Let’s say during the conversation you introduce a number of benefits (and they MUST be real benefits not just features) that the client was happy with and has actually indicated that they like them, they might be:

• The time saving due to the additional functionality of the product.
• Proven reliability with 2 year warranty that provides peace of mind and minimises the risk of being without the product due to breakdown.
• 24/7 Telephone support from specialists that will ensure you stay productive as you get product support when you need it.

You now need to outweigh the objection by reminding them of the key benefits that they are keen on.  So when a customer says,

“yeah but it’s just too expensive”

You might say back

‘”yes this is not the cheapest one on the market but look at what you get for that price, you were happy with the time saving due to the additional functionality and the reliability that will keep you productive. Also you were keen on the 24/7 support so you can get assistance whenever it suits you, again keeping you productive. Don’t you think the additional productivity our product will give you is worth the price we are asking?”

Wait for a response...if yes then great, if no then find out what else is on their mind.

The Key..

Remember the customer has to be happy with the real benefits earlier in the conversation, it is no good guessing what benefits will work for the customer, you will miss the mark and fail every time.

Wrap your own style around it and give it a go. You will be surprised how well it works and either gets a win or progresses the sale from a potential “show stopper”.