Next to showing up, bringing out sales objections is the best thing you can do. I know it is counter intuitive. Still, it is true. It does not matter if you're asking a woman to dance, selling a $20M mansion, selling a used car, or selling a box of rocks. If you get an honest objection it is a sign the potential buyer is internalizing how your product relates. If you take a step back and think about it, the honest objection gives you something to work with.
I picked up the following tidbits while working as a personnel recruiter for the Air Force. When a customer presents you with a reason why they don't want what you are offering, they give you the gift of an opportunity to prove them wrong. All you have to do is honestly and sincerely put your customer's best interest first as you follow the following six steps.
The method above is one of the more detailed versions of a process for overcoming sales objections. We can describe in many ways. Your goal to keep both you and the customer completely unaware of the steps as they pass by smoothly. I described them in detail for awareness on the psychological process. Simple really is better. My favorite (and simplest) description is the feel, felt, found approach.
This simple combines all 6 steps into three natural statements. Don't forget to give the customer a chance to speak up where and when they want to. You are looking out for their interest and they will see that if you are attentive to their need to stop you mid-sentence. Also, keep you mind focused on finding how the product truly benefits them. Don't blow them off. Think about how they can still benefit and educate them.
The original post (& others) may be viewed on my blog at Manage to Grow; Business & Personal Development.
Work well in your garden and head the words from Galatians, "We reap what we sow".
- Seth Haigh