Your Proposal – What to Do When the Customer Leans to “No”

Handling customer objections is a key skill of successful salespeople. Rarely are you able to close a deal without some hurdles to overcome. But if you are well prepared, you can address objections with persuasive reasoning that can change the “no” to a “yes.”

Here are two helpful tips from our sales negotiation training experts:

1. Don’t let your prospect lose sight of the forest for the trees. Often buyers get bogged down with the details. Raise them out of the “muck” by reframing the proposal in terms of the big picture. What are they hoping to accomplish? How does your offering link to their overall business strategy? How does your product/service provide value?  What is the risk of not proceeding?
2. Reframe your customers’ thinking. If they are hung up on price, ask if that is or should be their only criterion. Surely there are other critical factors whenever they consider a major purchase…quality, dependability, design, timing etc. Then show how your offering delivers what they deem most important.