Anyone in business has had to deal with objections in one form or another and I thought I would share with you an article I read in a Business Networking International email that I received.
There are no sales without objections. Objections indicate interest. Objections are signposts that lead you step-by-step toward closing the sale. The fact is, if there are no objections, there is no interest. If there is no interest, there will be no sale.
Use a Testimonial
One of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time.
Interpret it as a Question
Aside from using testimonials, another way to deal with objections is for you to take the objection and interpret it as a question. Treat it as a request for more information. Recognize that an objection is a natural customer response to any offering where there is some risk of purchasing.
When the prospect says, “It costs too much,” you can respond by saying. “That’s a good question. Why does it cost more than you’re expecting to pay?” You then go on to answer the question you have posed.
Give a Good Reason
Another way to deal with an objection is to treat it as if the customer is asking you for a reason to eliminate the objection. If the customer says, “I can’t afford it,” you can imagine that the customer is really saying, “Show me how I can justify spending this amount of money.”
Make It Easy to Object
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with you over your product or service. They will be reluctant to object for fear that you will become upset or adamant. For this reason you must make it easy for the customer to object by responding in a cheerful, friendly, constructive way.
When you get an objection, hear it out completely. Don’t assume that you know what the prospect is going to say. Often the prospect will begin with an objection you’ve heard before, but then will add his or her own particular concern or problem. Be patient. Practice your listening skills. Pause before replying. Question for clarification.
Objection versus Condition
Determine whether the customer’s response is an objection or a condition. An objection is something that you can answer. It is a problem for which there is a solution. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.
Objections are a standard and predictable part of any sales conversation. We’ve all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Your job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If you are courteous and persistent, eventually the prospect will tell you why he might be hesitating and give you an opportunity to answer his question and close the sale.
A simple exercise is to determine the one thing that might convince a prospect to go Buy your product or service; concentrate on finding and proving that he will get this benefit.
Featured Service of the Month: Personalized Notepads
A personalized notepad is a great little advertising device. Take a look at what you have on your desk. Aside from the obvious computer, stacks of paper, maybe a mug of coffee and a few pens, odds are you have a notepad, memo pad or scratch pad. And it is probably from someone else’s company. Each day you look at it, use it for a list of the day’s events, jot down notes, stats or figures, you are reminded of that company’s name and logo. It is like a small, practical billboard on your desk. Everyone appreciates a small, useful pad of paper.
Your company name and logo gets attention every time it’s used and one of those notes is passed along. “The business notepad is referred to almost daily, kept for 30 days or so and carries a high remembrance factor.”
Keep the Design Simple
The key to printing custom notepads is restraint. Make them stand out but keep them simple. Provide your company name and logo at the top, phone number, address and website underneath; that’s it. Notepads are a great prompt or reminder of YOUR company, and possibly just enough to stop a fickle customer from forgetting you, even for a moment.
Laying out and printing a notepad or memo pad is very straightforward. Decide on an attractive size, how many pages per pad the total number of pads you want, how much space at the top of the page your information will cover, whether to use color or black ink only, and the type of writing paper.
Common notepad sizes are 4.25″ x 5.5″, 4 x 6″, 3.5″ x 8.5″, 5 x 7″, 5.5 x 8.5″ and up to 8.5 x 11″. Pages per pad range from 25, 50 to 100.
Part of a Total Branding Package Notepads can be a stand-alone free perk for your clients, or part of a total branding package. This will likely include your business card, brochure, catalog and folder,and other marketing collateral. And many times, the only thing that doesn’t go into the trash are the business card and – you guessed it – the notepad. Custom notepads are a functional giveaway your clients will use on a daily basis, and the benefit is the reminder it provides for them to keep you in mind each time their pen hits the paper.