each person working in sales, sometimes come across "difficult" customers, that spoil the mood and just take away precious time.On quite a good offer, they are a bunch of arguments, leaving the deal under a big question.Therefore, each seller must have an idea of how the work is carried out with the objections of customers.
recommendations for successfully overcoming objections
1. When there is an objection from the client, it indicates the presence of interest, and this is a good start.After that there is only competent to answer it.Much worse, if a potential customer shows complete indifference to your products.
2. The matter of fact is the objection?This is a sure sign of lack of information.Work with objections, therefore, is to provide more information.
3. One should distinguish between the concept of "objection" and "condition".Condition - is often an insurmountable requirement while the objection is - is another man's judgment about the quality, price, delivery, etc.This opinion can be changed with the help of some tricks overpersuasion.
4. Commandment any seller, "If the buyer does not object and thus is in no hurry to make a purchase, then to blame but myself!".
Treat objections as an additional chance that, on the one hand, allow you to talk about all the benefits of products and on the other - be a leader in sales and take advantage of all the results of such leadership.
Work with objections should never turn into a banal dispute.Even if we win in this dispute, the customer will avenge the fact that to go shopping elsewhere.In any case, you need to behave so that a potential customer would "save face."
Try to turn the dialogue so that the man himself has given an answer to his objection: it needs only time and develop skills.
Work with objections in sales.The main stages
- Give the customer to express his objection as detailed as possible.
First you need to determine exactly what is not particularly happy with the potential buyer.Therefore, it is necessary to listen to the end, his whole appearance indicating a serious attitude to him.It would be very appropriate to clarify the person, whether the right to understand his thought, as well as to obtain confirmation of his words.
- Try to call into question the objection.
order to call into question any objection, ask how you can open it in more detail.This voice should not be a shadow of condescension, sarcasm, irony, etc.The details should be found "additional arguments" in favor of infidelity objections.While people "reveals objection", try to find "weak spots" of the judgment and consider its response.
- arguments in its favor, agreeing with the statement in the details of the client.
In any objection to it can be determined that the main thing, and that - minor.By agreeing to the fine detail, demonstrate advantages of production, contrasting their objections.This show how little it means that objection on the background of the benefits that will bring the goods.Avoid using the word "but" - instead better to use the word "and."
- Ensure that your arguments have led to the desired result.
Work with objections to be confirmed that the consent of the customer, and we can move on.You can use the momentum such as "Do you agree that ...." "I think it removes the problem ..." "That's what we came to you, allows us to ...", etc.
Once all objections will be finished, there will be only competent to complete the transaction.Of course, the whole arsenal of techniques of neutralization objection list is very difficult.However, you can select the main principle in the beginning to agree, and then gently and correctly (without any dispute!) To overcome the objections of the buyer.
