May17
Sales Objections by Nick Moreno
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under Sales Training
Sales Objections – All You Need To Know About Their Nature
by, Nick Moreno
So much is written about the nature of sales objections that I thought it was time for a new look at sales objections and why it’s such a hot topic. So, here is my fresh look at sales objections and my advice on this important subject.
Everyone wants to overcome sales objections. There are caned replies and formats designed to quickly crush a prospect’s sales objections. Some are great and others are junk but you already knew that.
What about the Sales Objection Classic, “Feel, Felt, Found”? A rep may hear a sales objection about a product being too complicated to operate. The reps responds to the sales objection by saying, “I understand how you feel. Others have felt the same way but they found that after product training, this product was easier to operate than the product it replaced.” I say, “junk”. This is a dumb way to overcome any objection.
SALES OBJECTIONS
Instead of overcoming sales objections, what about preventing sales objections? If you do a great job presenting your product as a cost justified solution to your prospects needs/problem, sales objections should be at a low, low minimum.
Most prospects feel it’s their duty to have a few sales objections even if they know their sales objections are foolish. They rather ask a foolish sales objection than have no sales objection. How foolish!
Never get defensive or argue with a prospect when you hear a sales objection. Remember, the prospect is just doing their job. What good is it to win the debate and lose the order? Stay calm and cool when you hear a sales objection.
Learn to appreciate sales objections because every time you successfully overcome a sales objection, you must ask for the order. Therefore, every sales objection represents a closing opportunity.
I spend a great deal of time covering sales objections in my sales training. If you are having problems with sales objections, I urge you to get some sales process training. Such training could take your income to new heights because you’ll be ready for each and every sales objection.
I hope you benefited from this fresh look at the nature of sales objections.
To your sales success!
Nick Moreno
RELATED ARTICLES
Leave a Reply