No matter what you are selling, and no matter how good or experienced at sales you are, you will always hear objections from your prospect.
These could be objections about pricing, timings on deliveries, or simply about the features and benefits of your product or service.
Now, it can be really tempting to try to
skimp past these objections or to try to avert away from them; after all, you
don’t want your customer to think too much about the negative aspects of your
offering.
However, by doing so, could you be harming your sales?
I am a firm believer that you should give objections their full attention. Don’t try to skimp past them and be ready to answer any questions your prospect may have. The objection your prospect has raised is clearly of importance to them and you should show that you care and that you want to help them.
This will do many a thing. Firstly, it will help you to build trust and to further develop your relationship with the prospect. It proves to them that you care, that you have their best interest in heart and that you want to do what is best for them.
It also proves to your prospect that their objection is not one to worry about. If you have an answer for your prospect on why your service is priced a certain way, or why your product is built a certain way, then you can prove that there is a genuine reason and there is nothing to worry about. If you try to hide something and try to skimp past something, you will only find that your prospect will worry further about that objection and you will lose the sale.
Remember; the best way to make more sales and more revenue is through repeat business, referrals and recommendations. You will get all of these if your prospect or customer understands they can trust you and that you do all you can for them.
So next time you hear an objection or are faced with a rebuttal don’t feel you have to skimp past it and don’t try to hide it under the rug. Talk about the elephant in the room in great detail and make sure it is given your full attention.
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