Sales Negotiating Rule #1: Don’t Get Defensive

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.

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