An Objection?

Never think that objections are a bad thing. Objections are a very good thing for a salesperson as they are signposts to what has to be achieved to move you closer to a YES! While clients are still objecting, they are still in the game. The objections can be made for a number of reasons and in most cases these are very legitimate, rather than just excuses not to buy. In direct sales, what we are often asking is for the business owner to make a substantial investment in the future of their business.

Your thoughts?

What types of Objections do you get in your industry?

How do you over come them?

The meaning of an objection is up to the person objecting. "I'm not interested" could mean anything from "get lost" to "I wouldn't but this one but I would take the one in Red". Generalizing objections will cause a salesperson nothing but grief because more times than not the salesperson is going to be wrong. If you want to be right, just ask, "What does that mean?"

IMO - If you don't understand the objection you are facing you won't be able to get over it or around it or help the customer justify it out of their mind.

Quote:

Originally Posted by Snowboy

IMO - If you don't understand the objection you are facing you won't be able to get over it or around it or help the customer justify it out of their mind.

I agree.

Quote:

Originally Posted by Snowboy

What types of Objections do you get in your industry?

How do you over come them?

No matter how skillfully you handle it, overcoming an objection creates a subtle, but very real, adversarial relationship.

We get very few objections. Our sales process eliminates almost all of them.

When we do get one, we determine:
1. Is it real, or is it just a misunderstanding?
2. Is it is a deal-breaker, or not.
Either way, we quickly come to a mutual agreement with the prospect.

Quote:

Originally Posted by JacquesWerth

No matter how skillfully you handle it, overcoming an objection creates a subtle, but very real, adversarial relationship.

We get very few objections. Our sales process eliminates almost all of them.

When we do get one, we determine:
1. Is it real, or is it just a misunderstanding?
2. Is it is a deal-breaker, or not.
Either way, we quickly come to a mutual agreement with the prospect.

Thanks for your comment Jacques. we have a very strict direction to steer our clients in order to avoid objections. however in saying that I feel that the objections are never not there and when they do appear I think it is better to know and be ready to overcome them then hope they don't appear.

I like your questions though - Is it real or just a misunderstanding.

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.

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.

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.

•

The price is too high.

•

Happy with my current service.

•

Not sure, it will do what I want it to do.

•

Not sure, it will do what you say it will do.

•

Just gathering information.

•

I do not need it.

•

I need time to think about it.

•

I need to talk it over with someone else.

•

I am not interested.

•

I do not know enough about your company.

	#1
Snowboy	An Objection? Never think that objections are a bad thing. Objections are a very good thing for a salesperson as they are signposts to what has to be achieved to move you closer to a YES! While clients are still objecting, they are still in the game. The objections can be made for a number of reasons and in most cases these are very legitimate, rather than just excuses not to buy. In direct sales, what we are often asking is for the business owner to make a substantial investment in the future of their business. Your thoughts? What types of Objections do you get in your industry? How do you over come them? __________________ Snowboy I've come to believe; all my past frustrations were actually laying the foundation for understandings that have created the new level of living I now enjoy.

	#2
Houston	The meaning of an objection is up to the person objecting. "I'm not interested" could mean anything from "get lost" to "I wouldn't but this one but I would take the one in Red". Generalizing objections will cause a salesperson nothing but grief because more times than not the salesperson is going to be wrong. If you want to be right, just ask, "What does that mean?"

	#7
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.

	#8
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.

	#9
Salecanon	The Five P's in Objections 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.

	#10
Salecanon	My Top 10 Objections • The price is too high. • Happy with my current service. • Not sure, it will do what I want it to do. • Not sure, it will do what you say it will do. • Just gathering information. • I do not need it. • I need time to think about it. • I need to talk it over with someone else. • I am not interested. • I do not know enough about your company.

An Objection?

Sales Resistance/ Negotiation