Overcoming Sales Objections
Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome these. With the right training, it is possible to turn these into opportunities. Investing in training will help improve sales and the company’s bottom line.
Three Main Factors
Customers typically introduce objections for three main reasons. They may be skeptical of the product or service. It is also possible for customers and sales associates to have misunderstandings and miscommunication. Occasionally, however, customers may just be stalling. Part of overcoming objections is identifying the factors behind them.
Skepticism
People are naturally skeptical. It is important to gain the trust of prospects and communicate effectively in order to prevent skepticism from developing into an objection. There are several ways that conversations with prospects can breed skepticism.
Misunderstanding
Every relationship experiences misunderstandings, and misunderstandings happen easily when you are meeting with prospects. Communication is essential if you want to prevent misunderstandings and engage the prospects. There are three steps that all sales people can take to help prevent miscommunications.
Stalling
Occasionally, prospects turn to objections in order to avoid making a decision. There are different reasons why people stall when they are with sales representatives. It is important to understand why people stall in order to determine how you should proceed.
Dealing with this challenge is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.
Course Objectives:
- Understand the factors that contribute to customer objections.
- Define different objections.
- Recognize different strategies.
- Identify the real problems.
- Find points of interest.
- Learn how to deflate objections and close the sale.
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