Sales Consulting tips – Overcoming objections #2

In our last “sales consulting – overcoming objections # 1” post, we discussed how to “shut up” after encountering an objection and asking open ended questions to get the prospect to open up and speak to us. This way we were able to ascertain if the objection was actually  a “true objection” or just a polite way to get us off the phone.

Once we know that there is a valid objection, we now need to answer the objection so we can close the sale. But wait! This is going to be a three part series on overcoming objections, therefore, we can’t just answer right away. We have to do something before we shoot back our brilliant answer that blows the objection out of the water. Playback. We may have thought we understood what the objection was all about – but did we?

To be sure, we will say something along the lines of ” So, what you mean by that is…” or “so from what I understand, this is what your saying…”. Here is a sample exchange of “play back” to truly understand the objection:

Rep: “The reason you are concerned about the price is that you feel you can’t justify spending this money on something you don’t know you will enjoy. So really, the issue is not so much the money, but you have hesitations as to the true benefits of our program? Is that right?”

Prospect: “Yes, I guess that is what I’m saying.”

There’s the issue. The prospect does not want a lower price. No matter how much you reduce your price, it would not have been enough. This prospect’s issue was a lack of understanding or agreement that what you have would benefit him.

Stay tuned to the next post on how to answer objections and close the sale.

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