Sales Objections

For those of us who work in sales, whether you sell loan products or vacuum cleaners, getting past objections can be downright intimidating and in many cases if we don't handle objections well, we will almost certainly lose the sale.

By the time you've read this article you will finally understand why you're not as successful as you had hoped. You will understand what customers are looking for in a sales professional and you will be prepared to offer them, not only the product your selling, but confidence that they're making the right choice.

Objection is a scary word and for unseasoned sales professionals can spell disaster. The term objection means; Strong opposition, or protest. In more simple terms it means your customer has questions or concerns that you have not yet addressed. They don't understand your product.Sounds simple doesn't it? It is simple and once you've mastered how to answer opposition and protest, you can easily move past their objections and make the sale.

Objections are difficult for several reasons. Although we may know our product inside and out, sometimes we lose faith in our knowledge and our confidence goes down the toilet. We thought we knew the answer to the question until one day, Mr. Smith asked "Why your product, why you?" It's a fair question. You may be the third call he or she has had in the last day for the same product. From a consumer standpoint, these calls can be frustrating but for you it becomes the perfect opportunity to shine.

First, let's explore advertising schemes. Advertising and sales go hand-in-hand. From a very early age, we're exposed to persuasive advertising. Remember when you were a kid and saw a commercial for the newest toy? You begged mom and dad to buy it for you, only to discover when you got it that it wasn't as much fun as you thought it would be. This is because advertisers don't give us the entire story; they simply showcase a product, add music and use persuasive language. It's a sales pitch. Yes, it's misleading and has given sales people a bad rap in the process. This is the main reason your customer may be on the cusp of saying no. They've been led to believe that advertisers and sales people are liars.

Most consumers, in truth can't wait to say no. Let's face it we're inundated with constant sales pitches and they come from all areas of our lives, from the newest sandwich at McDonald's to the bigger and better television at your local electronic store. We've all been exposed to pushy sales people, telemarketers and persuasive advertising schemes. Sales pitches leave us feeling numb and have wired us to say no. So, now that you understand why consumers wait with baited breath to say no we can move on to how to get them to listen and say yes.

From the moment you sit down with a prospective client, or speak on the phone, you must be smiling. We've all heard this at motivational sales seminars and maybe even laughed at the idea, however; smiling is not for the sake of your customer, it's for you. When you smile, you are instantly happier because your brain is releasing endorphins. Even if you're faking a smile, it can change your mood. Your customer will recognize your happy attitude, and you'll come across as enthusiastic. You're setting a mood and at the same time your building confidence.

Why is confidence crucial? Well, we can't answer objections if we don't believe in ourselves. If we don't believe in ourselves and our ability, why do we expect our customer to believe in us? Would you buy a product from Eeyore? Does the Eeyore personality reflect confidence, or does it reflect a lack of it? Quiet, soft spoken and reserved attitudes don't boast confidence or enthusiasm for that matter. Strong, happy, outgoing people ooze confidence and give our prospective customer a reason to listen.

Have confidence in your ability. If you wear an air of confidence you will build trust with your clients. Confidence will open up the lines communication and lessen tension. Confidence will build rapport and have a lasting impact on your customer. Let's leave a fresh minty taste in their mouths instead of the usual sour that accompanies dry sales pitches. That's what we want to accomplish. When the objections come at us, we're mentally prepared to answer them and our customer is ready to listen.

Practice smiling the next time you answer the phone. Build rapport by making conversation before you take the leap into the sales pitch. Let your client talk. Allow them to voice their concerns. Answer objections or questions confidently. Be honest and don't mislead them to believe anything that isn't absolutely true. If you product involves financial risk, let them know. Adhere to a strict code of ethics.

Expect your customer to object and instead of wincing at protest, embrace it. Take the opportunity to prove to your customer that you care about their needs. Smile, be inviting. Answer questions swiftly and above all, remember; if you boast confidence and a happy attitude more times than not you will make the sale.

Follow these guidelines and watch your sales skyrocket. Your customers will tell everyone they know how great you were to work with which, depending on your business, could lead to repeat business and referrals.