Expect them. No sales negotiation is without obstacles to success. Your job is to be ready to skillfully leap over these obstacles and continue to work toward your customer’s agreement to buy.
What kind of customer objections are you likely to face and how can you counter them effectively?
First you need to recognize that every negotiation will have its challenges. If you learned anything in sales negotiation training, you learned that the better you understand your customers and their needs, the better prepared you are to meaningfully address their concerns. Sometimes customers balk early because they have not yet acknowledged that they have a problem to solve; sometimes they object later in the game because they are under price or competitive pressure or are concerned about the effective implementation of your solution.
Whatever the reason for customer objections and whenever they occur in the sales process, respond using the customer’s actual words and address their concerns specifically. This is not the time to draw from your pre-packaged tool kit of answers. Make sure you customize your response to the individual buyer and situation. That is the way to make the customer confident that you understand what they want and will work with them to craft a deal that works in their best interests.
To set your sales team up to succeed, make sure that you:
- Identify the top 10 most common objections that your team is likely to face during the various stages of the sales negotiations process.
- Define the best potential responses based upon how your solutions compare to both internal and external alternatives.
- Design and deliver sales negotiation training focused on the top 10 negotiation scenarios in a way that aligns with your sales strategy and culture.
For more information, please visit: http://www.lsaglobal.com/sales-negotiation-training/
No comments:
Post a Comment