Let's assume you have a prospect that you're working with and you have done all the fact finding you can. You've found out what the budget is, the problem and the solution, which is the product or service you are trying to sell. Then comes the objection.
"I want to think about it."
"I need to talk to my spouse."
"I might wait a while."
These are common, and useless, objections. And any salesperson with a week's worth of training should be able to spout off some rebuttals. But what is the common thread here? Lack of trust.
This can all be avoided. If you did your job correctly, you would have addressed these objections at the beginning of the discussion with the prospect. "I'm sure you're going to want time to think about it. You may even want to talk to your spouse. That's fine!" By bringing up the objections first, you take that objection away from the prospect, but it also gives you the trust factor that is so important.
I like to recap the entire process with the client. Perhaps I'll even ask if my conclusions are correct. "Last week when we met you said you were concerned that you may not have enough funds for a chronic illness. Is this correct?" They nod yes. "So tell me again why that is a concern?" Then you let them talk.
"I just don't want to see myself being a burden, especially financially." Bingo!
By letting the prospect verbalize the need, they are buying into your sale. And each step, from preempting their objections to recapping what your findings are to having them do the talking, thus selling to themselves, all revolves around trust. Earn their trust and you'll earn their business.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
"I want to think about it."
"I need to talk to my spouse."
"I might wait a while."
These are common, and useless, objections. And any salesperson with a week's worth of training should be able to spout off some rebuttals. But what is the common thread here? Lack of trust.
This can all be avoided. If you did your job correctly, you would have addressed these objections at the beginning of the discussion with the prospect. "I'm sure you're going to want time to think about it. You may even want to talk to your spouse. That's fine!" By bringing up the objections first, you take that objection away from the prospect, but it also gives you the trust factor that is so important.
I like to recap the entire process with the client. Perhaps I'll even ask if my conclusions are correct. "Last week when we met you said you were concerned that you may not have enough funds for a chronic illness. Is this correct?" They nod yes. "So tell me again why that is a concern?" Then you let them talk.
"I just don't want to see myself being a burden, especially financially." Bingo!
By letting the prospect verbalize the need, they are buying into your sale. And each step, from preempting their objections to recapping what your findings are to having them do the talking, thus selling to themselves, all revolves around trust. Earn their trust and you'll earn their business.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
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