An Objection?

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?

Jacques - You know I have never thought of it like that before.

Perhaps it is something that I should start to think about. How is it that you are saying objections dont' exist (is this what you are implying). What method do you use in order for objections not to come up.

My comment about objections being a good thing is implied that at least that way you have something to deal with when the cusotmer says for instance - "I can't purchase that until my managed funds come through" - I would reply by writing this down on a piece of paper in front of them to create a visual for the customer and ask if there was anything else standing in the way of them making there decision? If they replied with a no - To me that objection is a good one as I would then use the Boomerang technique to pose the question that if all they are waiting on is their managed fund money to come through (which is coming through) then the deal is done. Therefore by pointing this out to the customer they feel more at ease.

I think of it that I sell everyday - the customers I deal with maybe buy my product 4 time a year. I educate them and act as their consultant - Put my arm around and convince them they are doing theright thing. Therefore by them sharing with me their objection (concern) I can help them overcome it.

What do you think about this Jacques? Anyone?

Quote:

Originally Posted by Wowsap

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?

Thanks for you input - And how do you go about overcoming these?

Well Said Snowboy - I can see were Jacques is coming from but I think the Objections will always be there.

Jacques - I would be interested in hearing your procedure in eliminating the objection before is there - What is it?

Quote:

Originally Posted by Snowboy

Jacques - You know I have never thought of it like that before.

Perhaps it is something that I should start to think about. How is it that you are saying objections dont' exist (is this what you are implying). What method do you use in order for objections not to come up.

My comment about objections being a good thing is implied that at least that way you have something to deal with when the cusotmer says for instance - "I can't purchase that until my managed funds come through" - I would reply by writing this down on a piece of paper in front of them to create a visual for the customer and ask if there was anything else standing in the way of them making there decision? If they replied with a no - To me that objection is a good one as I would then use the Boomerang technique to pose the question that if all they are waiting on is their managed fund money to come through (which is coming through) then the deal is done. Therefore by pointing this out to the customer they feel more at ease.

I think of it that I sell everyday - the customers I deal with maybe buy my product 4 time a year. I educate them and act as their consultant - Put my arm around and convince them they are doing theright thing. Therefore by them sharing with me their objection (concern) I can help them overcome it.

No, I am not saying that objections do not exist. I am saying that your sales process should neutralize the true negatives of your products and services. That will eliminate almost all objections.

The way to eliminate objections is to tell the prospect all of the detriments of each feature - along with the benefits - before the negatives occur to them. Not doing so shows two things. Most prospects are at least as smart as we are, and omitting the negatives is no longer a viable sales strategy.

First, you need to be certain that you are only spending your time with High Probability Prospects. That means prospects that need, want and can afford to buy your products and/or services - now.

So, in the example you gave above, you would not be there to meet with the prospect if he did not have the funds available to do business. However, you would keep prospecting him every three to four weeks until that occasional buy became imminent. Only then, would you set up the appointment.

Take notice of the kinds of objections that are posted to these forums and how some otherwise smart salespeople try to overcome them. Some objections are caused by flawed prospecting methods. Other objections are caused by flawed sales methods. Most salespeople recommend clever Rhetorical manipulations to overcome each objection. That creates an adversarial relationship, thus plenty of resistance to making the sale.

Yeah thanks so much for your input on that particular case. I guess the way i ahd been taught to follow through with the sales process would be to not let the person walk even it be for 3 - 4 weeks while the funding was to come through but establish a sale based on the figures coming through. That way it eliminates the chance of the prospect going elswhere -

Thanks again for your comments.

Jacques/Snowboy,
I am Gerry and I am from the Automotive Industry - I feel I am with Snowboy in saying that ever since I started I have been taught to love objections and the thrill of being able to turn them around is great - maybe that is just an automotive thing.

Jacques do you have any experience inthe Automotive industry? If so how did you never hit an objection?

Thansk Gerry

My thoughts on this is that you need to face the objection before the customer brings it up.

Quote:

Originally Posted by Wanderer

Jacques/Snowboy,
I am Gerry and I am from the Automotive Industry - I feel I am with Snowboy in saying that ever since I started I have been taught to love objections and the thrill of being able to turn them around is great - maybe that is just an automotive thing.

Jacques do you have any experience inthe Automotive industry? If so how did you never hit an objection?

Thansk Gerry

I owned a new car agency from 1968 to 1973. Back then, I didn't know any more about how to eliminate objections than you know now. Most car agencies and salespeople sell the same way now as they did fifty years ago.

My company is always looking for new sales concepts that are superior to what we already know. However, we do not accept or advocate any of them until we statistically validate their effectiveness.

That is why people who work so hard to defend the way they sell now amuse me.

Quote:

Originally Posted by JacquesWerth

I owned a new car agency from 1968 to 1973. Back then, I didn't know any more about how to eliminate objections than you know now. Most car agencies and salespeople sell the same way now as they did fifty years ago.

My company is always looking for new sales concepts that are superior to what we already know. However, we do not accept or advocate any of them until we statistically validate their effectiveness.

That is why people who work so hard to defend the way they sell now amuse me.

So what do you do that is so different?

An Objection?

Sales Resistance Forum