An Objection?

Quote:

Originally Posted by EmmaC

I agree with your coment there Snowboy.

For me I need to convince my clients they need to market their products in order to be effective. I guess I sell soutions to their problems while going through the sales process.

Thanks for your comments EmmaC

Quote:

Originally Posted by AZBroker

We tell our agents there are two groups of sellers; those who will list with an agent and those who won't. The number of objections from the first group is relatively low. When attempting to convince the second group that they need the services of an agent the number of objections is relatively high.

Very interesting - Thanks AZBroker

Quote:

Originally Posted by Salecanon

The 5 P’s in Objections

Quote:

Originally Posted by Salecanon

My Top 10 Objections

The scripts section has some decent responses to these.
http://www.salespractice.com/forums/f-161.html

Quote:

Originally Posted by Salecanon

The 5 P’s in Objections

Product

•

I am not sure it will do what I want it to do.

Provider

•

I like my current provider.

Price

•

It is too much money.

Purpose

•

It is not a high priority.

Person

•

I do not like you.

•

I do not trust you.

•

You are not listening to me.

Yeah that it pretty good. Did you come up with the P's or where did you get this from?

I like it - Good comment Salecanon

Most salespeople who have memorized, role-played, and practiced overcoming objections are big stars in sales meetings - until the other people find out how low their closing rates are.

Overcoming objections through persuasion and convincing arguments makes the prospect wrong and makes you right.

Overcoming objections creates adversarial relationships. Adversarial relationships results in low closing rates.

Eliminating objections is easier and produces much better closing rates.

I see what you are saying Jacques. However I must say as I mentioned earlier, no matter how good you are or think you are you can't eliminate objections.

I find to many sales staff feel as though an objection is a bad thing however when used correctly it is actually a useful tool in getting closer to closing the sale.

I strongly disagree with the comment that the shiners in the sales meetings are not that great outside of the room. I myself do focus on effective ways to overcome objections and in doing so have helped many of my staff succeed in their roles, so I guess I am a shiner in meetings giving advice and my closing rate is the best in the company.

Quote:

Originally Posted by Snowboy

I see what you are saying Jacques. However I must say as I mentioned earlier, no matter how good you are or think you are you can't eliminate objections.

How do you know that "you can't eliminate objections?"

Is it possible your belief that objections are good might bias your thinking or your willingness to give up that opinion?

Hello Keith,
Good post and some interestoing findings.

The most common objections directly I face on a weekly basis are:

- The price is to high,
- I need it completed quicker
- Thanks for doing that but - I don't think we will be going with Internet?

What are your thoughts on combating these?

Quote:

Originally Posted by JacquesWerth

How do you know that "you can't eliminate objections?"

Is it possible your belief that objections are good might bias your thinking or your willingness to give up that opinion?

Hello Jacques,
I don't have great abilities in Sales but I tend to agree that objections are something we all face - How do youthink you have come up with a strategy that you don't see objections?

An Objection?

Sales Resistance Forum