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The wise (and by that I mean money-making) entrepreneur knows that an objection doesn’t signal the end of the sale.It just means the client needs a bit more information before they’ll feel comfortable saying yes.
Interpret the objection as a request for more information. Bringing up an objection is a sign that your potential client is most likely weighing out the decision in her mind. Someone voicing an objection is actually closer to making the purchase than someone who says she’ll think about it without asking any questions.
To support your success with making more sales,[link widoczny dla zalogowanych], I suggest 5 ways to turn an objection into a sale.
5) Anticipate
4) Negotiate a Win-Win Solution
You’ve spent weeks pouring your heart and soul into developing a new product or program.You’re thrilled to finally be talking about it with a potential client. (And in your heart of hearts, you’re already spending the money you’re going to make from the sale.)
2) Agree and counterbalance
Knowing how to deal with objections means you can approach any potential client conversation with ease and confidence. You may not always get a “yes” at the end but you won’t have missed the opportunity.
So it comes as a terrible shock when you hear coming out of the client’s mouth, not a resounding “Yes!” but instead “Uh, I’m not sure I can afford it right now. Let me think about it.”
In fact, many business owners are so wary of hearing no that they avoid asking for the sale in the first place. Not a profitable strategy. By the same token, if you wait until an objection rears its unwanted head before you think about how to handle it, you won’t get good results either.
Ask questions to clarify the objection. It’s important to hone your ability to really listen to what the client is saying so you can make sure you truly understand what the real objection is. (The first objection is often a smoke screen for something else the client is unable or unwilling to articulate.)
3) See it as a potential “yes” rather than a solid “no”
1) Ask questions
Objections are a fact of life.
Instead of feeling like you have to convince the client of the error in their thinking, look at it from their perspective. “Yes, I can see how this might sound like it requires a lot of time to learn. Have you considered how much time it will save you when you no longer have to [whatever problem your product solves]?”
The best way to handle an objection is to avoid it altogether. And the best way to do that is to anticipate what questions or concerns the potential client will have so you can address them before they’re even voiced. Very powerful.
Rather than attempting to “overcome” the objection (which puts you and the client on opposite sides),[link widoczny dla zalogowanych], come from a place of cooperation. You’re working with the client to arrive at a mutually agreeable solution. This way you can serve as a partner,[link widoczny dla zalogowanych], rather than a vendor.