Just
when you thought things were running smoothly, your customer comes up with an
objection. How do you react?
Do
you ignore the comment and continue your spiel? Do you immediately get
defensive and launch into all the reasons the objection is not valid? Neither
of these reactions is the better way to handle objections say the experts in sales negotiation training. Rather you need take a breath, slow down and
determine just what the objection truly is and how important it is to the
customer.
Here
are the 3 steps to follow:
1.
Recognize the
objection. Ignoring
it won’t make it go away. In fact, unless you acknowledge the objection it may
become an even great obstacle in the sales process.
2.
Make sure you
understand both the content and context of the objection. Ask questions to
learn more so that you engage in a problem-solving discussion rather than a
one-sided defense.
3.
Offer a solution and
then check that the customer understands, that it truly addresses the situation, and
that it will satisfy them.
Only then can you move on with helping your
client to succeed.
No comments:
Post a Comment