An Objection?

I feel as though the more you get the YES out of a customer then the more you get the customer to finalise the purchase - I DO NOT view objections as a bad thing.

That is not me making an excuse for the objections that I do get - and I agree - EVERYONE gets them.

Quote:

Originally Posted by SexSells

So what do you do that is so different?

I have posted about 280 messages on these forums about what we do that is different. If you really want to know, read them.

The amount of resistance you encounter is greatly reduced when you're working with a qualified prospect who trusts, respects and wants to buy from you.

Quote:

Originally Posted by AZBroker

The amount of resistance you encounter is greatly reduced when you're working with a qualified prospect who trusts, respects and wants to buy from you.

Thanks for your input AZBroker

Quote:

Originally Posted by EmmaC

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.

Suppose all of your prospects and clients already knew they need to market their products in order to be effective. What would that do for your closing rates?

That is the only type of prospect you should spend your time and resources on.

Most people respond with, "You don't know anything about my market. There are no prospects like that in my market."

And I respond, "There are plenty of prospects like that in almost every market – if you know how to find them."

How could you eliminate a product specific objection like "After seeing this widget in action I don't believe it will do what we need it to do"?

Quote:

Originally Posted by Seth

How could you eliminate a product specific objection like "After seeing this widget in action I don't believe it will do what we need it to do"?

By finding out what they need a widget to do before you visit the prospect.

If you cannot meet a prospect's conditions of satisfaction, do not waste your time trying to sell them.

If your company is in business for a few years, they have already found some portion of the market that wants what they have to offer. That means there are plenty more. You need to learn how to find them.

Quote:

Originally Posted by JacquesWerth

By finding out what they need a widget to do before you visit the prospect.

The example I was thinking about was car sales. The point of test driving a car is get a feel for the car and to decide if it meets your requirements. If you test drive the car and it isn't as zippy as you want or as comfortable as you want those could end up being objections to buying. Zippy and comfortable are subjective which would make it difficult if not impossible for the salesperson to accurately gauge ahead of time.

Quote:

Originally Posted by Seth

The example I was thinking about was car sales. The point of test driving a car is get a feel for the car and to decide if it meets your requirements. If you test drive the car and it isn't as zippy as you want or as comfortable as you want those could end up being objections to buying. Zippy and comfortable are subjective which would make it difficult if not impossible for the salesperson to accurately gauge ahead of time.

There are simple answers to that point as well. If you were open to them you could figure them out for yourself.

However, car sales is still in the dark ages of selling; very little of what works in other industries is effective in most car agencies.

Quote:

Originally Posted by JacquesWerth

There are simple answers to that point as well. If you were open to them you could figure them out for yourself.

However, car sales is still in the dark ages of selling; very little of what works in other industries is effective in most car agencies.

Thanks for your feedback on this Jacques

An Objection?

Sales Resistance Forum