Closing The Sale - Overcoming Customer Objections
Posted: Thursday, September 17, 2009
by Gerry Baldwin
Close More Sales
Sales training comes in ( 2 ) categories ; ideas that only work often and ideas work pretty much every time. Obviously, learning the ideas that work just about all the time is the most valuable sales training.
A salesman can spend a lot of time in hunting ; opening up the lead ; and presenting the product to no result. When this occurs the salesman loses confidence and interest ; and the company this person works for has just paid the salesman to do a large amount of things, but not the thing that will eventually bring in earnings and keep the company growing.
A couple of these guidelines are :
Demonstrate yourself as beneficial, caring and interested, and you may win trust.
Structure your presentation so the features and advantages of what you are presenting parallel the desires and wants you have discovered your prospect has for your product.
Handle any and every concern or objection your prospect has, either with communication alone, whenever that is possible or with 'real world solutions', when required, until your prospect either buys your product or obviously is no longer a bonafide prospect for your product.
And perhaps the most valuable sales training tip of all of them :
PERSIST! If a salesman did virtually the rest inaccurate, but simply persisted to try and interest his prospect in his product, service or idea, at last that prospect would become satisfactorily interested by the product, service or idea to get it.
Handling challenges is the single most challenging part of a sale for most salespeople. The rationale for this is two-fold. The first, and most vital of these, is that most sales folks have not been trained on the proper tools for successfully handling any and all beef that might come their way. And the second reason most salespeople find handling beef so difficult is they do not have adequate confidence in their own ability to go in and smoothly handle the objection when the prospect manifests it. The reason the first issue ( shortage of tools ) is more important than absence of confidence, is because confidence is itself built upon the successful use of the right tools. The more a salesman sees himself going in and handling the objection successfully and making the sale, the more assured he grows and the more willing he is to go in and face the next objection.
That said, what are the right tools for handling objections? Challenges can be slight or significant, frail or formidable, and can come at you at any point, and in every form imaginable. Time has demonstrated which strategies and basic guidelines, truly have - or not have - a place in a sales system which can stand up to the tests of time.
Just be sure the focus is only on the most consistently workable sales training techniques ; and you may find them in the comprehensive sales training manual on : www.prosales101.com.
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Sales trainer and business consultant.
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