If you can learn how to overcome objections, then you can without a doubt close more sales and make more money. The quickest way to learn these closes is when you just missed a sale by “this much!” Go over the objection, practice, and role play until you feel comfortable with the response.
Every training workshop I conduct, the same question comes up. “Russ what is your best close?” My answer is always the same. “Your best Close is preventing a deal killing objection.” Your road to overcoming any objection starts with asking the right question. By asking the right questions you will discover the customer’s pain or problem. In order to make a sale you must provide the solution to their problem or pain. Here are the three reasons 98% of all salespeople are blindsided by objections: 1. You failed to ask the right question(s) on the front end of the sales process. 2. You leave the door wide open for deal killing objections. Due to your failure to ask the right question that outlines their problem it is 300% more difficult to provide a solution that will close the sale. And, 3. Since you do not know what the objection is going to be, you cannot overcome the objection convincingly and with clarity. Nine out of ten times an objection transforms most unsuspecting salespeople into bumbling morons.
Never try and close a deal until and unless you have all of the objections answered. It seems like a no-brainer, but many salespeople forgo this step. Good quality questions produce good quality answers. The better the question is, the better the answer. And when you combine the two, quality Q&A’s, this combination will always produce fewer objections and more sales. It is a lot easier to learn 12 or so good quality questions than trying to learn how to overcome what everyone thinks are the 30 top objections. In reality there are only 6 or 7 objections disguised 4 or 5 different ways. The better you listen and then work on solutions, the less you will confront objections that leave you speechless. The better you listen, the more money you will make. Objection handling is key to improving your skill set. A good amount of your time should be spent in preparing and perfecting your ability to handle a customer’s objection. Once you’ve mastered this you will positively close more deal and increase your income exponentially.
Best article!!
this is my second comment