Are You Skilled at Handling Objections in Sales?
If you need help handling objections when it comes to selling your products or services online or in person, I’d like to share some thoughts with you here. We all need to boost our confidence when it comes to sales, and I will also share some ideas on that topic with you here as well. The important thing to know is that you can always improve your sales skills and learning as much as you can is the first step, followed by implementing what you have learned as quickly as possible. This allows you to hone your skills and improvise other ideas that come to you.
Handling Objections Around Price
It’s never about the money. Never. If you are presented with an opportunity that you believe in strongly enough, you will do whatever you have to in order to pay for it. Think about it. Just today I saw a 1955 Chevy Bel Air in the parking lot when I was coming out of a store. I went over to take a photo and the owner showed up at the same time. We talked about the car and if he had said it was for sale I would have found a way to come up with the money.
So, if it isn’t about the cost, what are the reasons someone does not make a purchase? It all comes down to the perceived value of what is being offered.
Priorities as an Objection
Handling objections can become trickier if what you are offering to solve a problem is not a priority for your prospect right now. This is where your level of confidence will become a deciding factor in the outcome. What can you say to someone to gently persuade and convince them to make your solution a priority to them? When it comes to my online business I start a discussion around the idea that it will be more competitive as time goes on, and not to wait any longer to become an entrepreneur. It’s true, and I am passionate about this when I talk or speak with a prospect.
Handling Objections When Someone Else Must Be Included
Sometimes you’ll find out that your prospect is unable to make a decision about purchasing until they have consulted with another person, typically a spouse or business partner. When I am selling products, courses, and my mentoring programs online, many times I am not able to know if and when this is the case. This is when I take people offline with a phone call to have them tell me what is really occurring with their decision. This strategy enables me to see the bigger picture and to close the sale. I would encourage you to take every opportunity to do the same.
You can see that handling objections is sales is simply a matter of gathering information and spending the time to get to know your prospect. When you get some experience under your belt you will be able to close a high percentage of your offers and your confidence will soar.
I’m author and online marketing strategist Connie Ragen Green. I work with entrepreneurs to create multiple streams of online income and would love to connect with you. Download my Online Entrepreneur’s Blueprint and get started right away.