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Overcome Objections and Close the Sale
Friday, July 6, 2012, 3:51 AM
[General]
Don't fall into the trap of defending or challenging - be understanding. You don't have to agree, but don't make the other person feel bad about raising their concerns.
It is not a personal reflection on you. It's just that each one of us wants to make a wise purchase. And as this may the first time the other person has considered buying from you, they are likely to be cautious and concerned.
Often objections are raised because the potential client is not sufficiently convinced about the value or benefit of what you have to offer.
Work out any potential objections and your response in advance. It will help you feel more confident and relaxed about how you handle these when they occur.
Always have to hand additional information or share a client story to add credibility to you, your product or service.
When objections about buying your product or service come up are you prepared to handle the sometimes uncomfortable conversations? Or would you prefer to run in the other direction, even though you know you could lose a sale?
At some point once you have handled their concerns you will want to ask the other person if they would like to go ahead and buy. It's great if they say yes but if they still hesitate don't put pressure on them to make a decision. Offer other options which could be to follow up later,Cheap Saints Jerseys, postpone or accept the timing is just not right.
So it pays to be prepared because somewhere along the line someone will have doubts - 'Will this work?', 'How can I guarantee results?', 'It costs too much money'.
When this happens,Cheap Seahawks Jerseys,
This is a often a great opportunity for you to learn more about what your clients want to know before making a purchase with you. So ask questions to find out more. If money is an issue perhaps you can explore options with them such as a different programme, service or product. Or ask a question that gives them a solution to the objection - for example - 'If we worked out a payment plan in line with your budget would you like to go ahead?
Most importantly, a key part of the whole process is to be non-attached to the outcome. If you have any neediness about making a sale others will often unconsciously sense this and it will put them off working with you no matter how well you attempt to cover it up. Handle any deficit thinking you may have by building up reserves of time, money and resources in all areas of your life.
Finally, by putting your focus on serving the other person, rather than selling,Cheap Malcolm Jenkins Jersey, and helping them make a decision which works for them, then the relationship of trust and confidence you create will naturally help overcome objections. Over the longer term this will build and establish your reputation and brand, which in turn will help you attract more clients.
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