Increase Your Sales: Overcoming Objections

July 19, 2009 at 7:54 am | Posted in Adrian Miller Sales Training, Adrian's Network, Branding, entrepreneurship, Marketing, Networking, sales, Sales & Technology, small business, Uncategorized | 1 Comment

Wouldn’t it be wonderful if every sale were made without any objection from the customer? Unfortunately, life isn’t that simple. However, by understanding that objections are a natural part of the sales process and by learning how to overcome and prevent them, you can turn a reluctant prospect into an enthusiastic customer.

The key to making any sale is to provide a prospect with an improvement in their situation. Does this sound too simple? Surprisingly, it’s frequently forgotten by many salespeople who spend too much time talking about themselves and their products or services and not enough time finding out about their prospect’s situation or needs.

Learning how to identify what your customer wants or needs improved and how you can help is a skill that you can utilize during every sales negotiation. Here are four simple steps to overcoming a prospect’s objections to make the sale.

  1. Understand the “true” objection. If unsure, ask for clarification. Don’t be afraid to ask questions, and listen intently. The worst thing that you can do is misunderstand or not hear what your prospect is trying to convey.
  2. Show empathy. Express your understanding and appreciation of their situation. Don’t rush your prospect. Take the time to make them feel comfortable and not defensive.
  3. Remember that it is all about connecting with the prospect’s needs, understanding their “pain points,” and clearly restating how what you’re offering will improve their situation.
  4. Before trying to close the sale, resell the benefits of what you are offering and make certain to communicate the benefits that specifically address their objections.

Of course, it’s always better to avoid a prospect’s objections in the first place. The best way to do this is to engage in a comprehensive process of discovery to learn what they really need and want. Ask questions and learn about your prospect’s situation, and you’ll be well on your way to making the sale.

1 Comment »

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  1. Adrian,
    although your initial comments were a bit sketchy I thou thoroughly agree with your comments about avoiding a prospect’s objections by engaging in a comprehensive process of discovery to find out what they really WANT (not need – there are many people that need something but do not want it).
    It’s important to know about
    overcoming sales objections though.
    Greg


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