E-Tip 232 - 5 Tips for Overcoming Sales Objections

Objections are one of the most common obstacles salespeople face. Anyone in sales will tell you that only a portion of objections are legitimate; the rest are stall tactics to unconsciously hide the real objection. That being said, how you handle them will determine whether you make the sale or not.

Responding "effectively" to a prospect's objection, supported by logical evidence and reasoning, will help you gain a new client.

The 5 Tips For Overcoming Sales Objections Are:

1. Thank Someone For Making A Good Point - Thanking a prospect for asking a good question or making a statement will go a long way in breaking down their defenses. Also, complimenting a prospect will help them have good feelings about themselves and your company.

2. Find Out What A Prospect Wants - The easiest way to find out what a prospect wants is to ask them what they want. It sounds simple, but some salespeople forget to do this and tend to answer questions for the prospect. Instead, ask: "Is _____ what you want?"

3. Counter Point - Counter the objection with information about your product or service that overcomes a prospect's objection.

4. Attempt To Close Again - After you have dealt with the objection, try to close the sale again with a "trial close." Likely the prospect will respond with buying signals or more objections. Once you know where they stand, you will know how to proceed.

5. Practice - Practice handling objections before you talk to a prospect. You may want to write down the last 15 objections you have heard from recent prospects and develop a natural-sounding reply. Practice reading these to yourself and others; before you know it, you will be more confident handling objections and you will close more sales.

The 5 Competencies For Overcoming Sales Objections Are:

1. Customer Acquisition - Great salespeople are able to identify and convert prospects into customers and customers into referral sources.

2. Stress Management - Great salespeople are able to handle stress and maintain a positive attitude.

3. Interpersonal Skills - Great salespeople display a consistent ability to build solid relationships of trust and respect inside and outside the organization.

4. Communication - Great salespeople are able to communicate well; both orally and in a written format.

5. Become A Trusted Advisor - Great salespeople create an environment with customers to maintain a positive long-term relationship. They develop programs to create customer loyalty and referral sources. By becoming a trusted advisor, sales research has determined you will walk away with a sale 70% - 100% more often than your competition.

Summary: The proper techniques and preparation will help you overcome a prospect's sales objections so you can close more business. Objections are always going to be part of the selling process and how you handle them can make or break you.

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