![]() ![]() Very often an objection expressed by your customer may not be the real underlying objection so don’t assume anything and do not give up! That bee line typically becomes a bit of a zig zag, which is okay as long as we can keep redirecting back towards a successful close.Īn objection is potentially a serious zag, so we need to turn it into a loop that has us circle around to overcome the objection and then land back on our original path towards a close. Ideally, we want to make a bee line from start to close but things seldom unfold exactly as planned. ![]() The sales process is defined as the journey from initial engagement through to a finalized sales agreement. ![]() Whenever a customer is expressing concern or asking for something that will be difficult (or even impossible) for you to give them, they’re telling you that they still want to buy from you! Zig Zag vs. In fact, objections are good – it means you are still engaging! The only impossible objection is the one you aren’t even aware of. Instead, think of an objection as a means to help you better understand the customer’s thinking, allow you to demonstrate your support for them, and strengthen their perception of your problem-solving value. In reality, objections are the norm in any sales engagement, and they represent opportunities.įar too many sales opportunities are lost because the salesperson either gives up too easily when faced with an objection, or their confrontational reaction and poor response ends up damaging the rapport they had established. Nothing strikes fear into the heart of salespeople faster than an unexpected or difficult sales objection. Master this objection loop process to supercharge your sales effectiveness and build stronger customer relationships. I welcome sales objections and you should too. One of the most common things salespeople ask me about is how to deal with sales objections. If you find your discussions sidetracked by an objection, here are five steps you can follow to successfully address the customer’s concerns and loop them back on track towards closing: (1) Stay Calm, (2) Listen, (3) Acknowledge, (4) Investigate, and (5) Respond. Every sales pitch will have objections, but they do not have to derail the engagement. ![]()
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