greenieS
Verified member
Therefore, the customer's NOs tell us we have work to do. And when a customer says he's not ready to buy yet, in other words, when a customer objects, you shouldn't feel discouraged. Use the following 4 steps to disassemble the objections and approach the sale gloriously.
Step 1 - Listen carefully to the (often ambiguous) objection and clarify it as accurately as possible
Perhaps your first reaction when you hear an objection is to rush at it driven by a sincere desire to resolve it quickly. Resist this temptation. When you react too quickly, you risk making many wrong assumptions about the client's unclear objection.
Do not rush, ask clarification questions and listen carefully to the answers.
In addition, do not object personally. Educate yourself to ignore negative emotions when you hear NOs and stay focused on business issues. It's not easy, but it's not impossible.
Step 2 - Make sure you understand the client's objection correctly
Behind the NO stated by the client are often issues that the client cannot or is not yet ready to communicate.
Step 3 - Respond with confidence and arguments to the client's objection
Without the slightest hesitation, he communicates to the client the arguments that have proven their effectiveness over time in transforming NOs into DAs.
Because you rarely face new, unprecedented objections, it is very important to build a portfolio of arguments with which you can fight most objections. Whether we are talking about photos or written testimonials from clients, this portfolio of arguments should always be developed and accompany you in all discussions with clients.
Step 4 - Obtain clear customer confirmation that you have responded to the objection
After resolving the objection, check if the client understood you exactly. The mere affirmation of the client's head does not mean that he agrees 100% with you. Ask the client what he understood and what he thinks about your solution to his objection.
If you need more arguments or additional explanations, be prepared to offer them generously and professionally.
Don't get drunk with cold water when the customer mutters a YES with half a mouthful. To get rid of you, he pretends to be right, but the objection is still unresolved and blocks your sale.
When you face NOs and objections, don't panic and don't lose your temper. Use the steps outlined above and you will strengthen your relationships with customers, you will overcome the barriers that naturally arise during the sales process and you will get closer to the completion of the sale.
I hope I helped you and I presented everything nicely
Step 1 - Listen carefully to the (often ambiguous) objection and clarify it as accurately as possible
Perhaps your first reaction when you hear an objection is to rush at it driven by a sincere desire to resolve it quickly. Resist this temptation. When you react too quickly, you risk making many wrong assumptions about the client's unclear objection.
Do not rush, ask clarification questions and listen carefully to the answers.
In addition, do not object personally. Educate yourself to ignore negative emotions when you hear NOs and stay focused on business issues. It's not easy, but it's not impossible.
Step 2 - Make sure you understand the client's objection correctly
Behind the NO stated by the client are often issues that the client cannot or is not yet ready to communicate.
Step 3 - Respond with confidence and arguments to the client's objection
Without the slightest hesitation, he communicates to the client the arguments that have proven their effectiveness over time in transforming NOs into DAs.
Because you rarely face new, unprecedented objections, it is very important to build a portfolio of arguments with which you can fight most objections. Whether we are talking about photos or written testimonials from clients, this portfolio of arguments should always be developed and accompany you in all discussions with clients.
Step 4 - Obtain clear customer confirmation that you have responded to the objection
After resolving the objection, check if the client understood you exactly. The mere affirmation of the client's head does not mean that he agrees 100% with you. Ask the client what he understood and what he thinks about your solution to his objection.
If you need more arguments or additional explanations, be prepared to offer them generously and professionally.
Don't get drunk with cold water when the customer mutters a YES with half a mouthful. To get rid of you, he pretends to be right, but the objection is still unresolved and blocks your sale.
When you face NOs and objections, don't panic and don't lose your temper. Use the steps outlined above and you will strengthen your relationships with customers, you will overcome the barriers that naturally arise during the sales process and you will get closer to the completion of the sale.
I hope I helped you and I presented everything nicely
