How
to Handle an Objection and Close the Sale
In today's world we experience more and more objections because of the
competition.Objections is selling is normal.Objections may b infact a
question for more information. So every sales person goes through this
situation everyday.What is more important is your attitude.So keep your goal
in mind, maintain a confident, optimistic attitude and use your skills to
handle each obstacle as it comes. When customers object don't challenge them
but give them a chance or opportunity to express their opinion.The best way
to handle objections is to paraphrase what they have said.Paraphrasing means
you are listening to what the customer said.As you listen and understand
every word the customer said, customers will be more open minded towards
you.Always restate exactly what the customer said in your own words mostly
in the form of a question.
| When faced with an
objection |
| 1. |
Don't argue |
| 2. |
Never Exaggerate |
| 3. |
Listen and Understand |
| 4. |
Don't reply immediately |
| 5. |
Don't ignore |
| 6. |
Clarify |
| 7. |
Evaluate |
| 8. |
Always answer with a benefit |
| 9. |
Review and Recap |
The first step to deal with an objections is to clarify and then wait for a
few seconds.
Find out if it is a genuine objection or a misunderstanding.Always turn the
objections into a question you can answer.Keep in mind without objection
there is no sale.If a product or service can be sold by itself company don't
need to hire you.So you as a salesperson should expect objections.Load
yourself with the right questions.The best thing to do is to write down the
most common objections and the correct answers for that.
Closing Techniques is a skill not many Sales Person do have.Sales people who
try to close at the very end of the presentation usually find it very hard
to get a decision from the customer.Closing is a skill every sales person
should possess. You can close the sale anytime of the presentation.
What is a Close
A question asked by the salesperson during the presentation to the customer
to give commitment to the product or service he offers.Many sales people are
frightened to close the sale.They are frightened about rejection, they don't
know how to close.
| How to Close |
| 1. |
Summarize everything you said in the presentation. |
| 2. |
Relate the products or services to the customer's
need. |
| 3. |
Ask 3 'yes' questions and put the customer in the yes
frame of mind. |
| 4. |
And finally ask the closing question. |
Sales Thought of the Week
Learn how to close and then win the sale W.SAGA
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