Anthony Bartolo Sr. en Entrepreneurs, Sales, Business Founder • Preferred Sales Consultants, LLC 2/10/2016 · 1 min de lectura · +400

HOW TO TURN AN OBJECTION INTO A REASON TO BUY

HOW TO TURN AN OBJECTION INTO A REASON TO BUYHOW TO TURN AN OBJECTION INTO REASON TO BUY 

It’s one of the best solutions to a sales objection and always worth remembering:

An obstacle from the customer can be turned into a reason for buying. This technique allows you to reopen your discussion of benefits and helps you move positively to the close.

                               Three examples show how conveniently a sales-person can use this persuasive device.

EXAMPLE NO. 1:

You are selling a software package for quick lube businesses that registers and profiles a customer in a quicker, handier way:

Prospect: “Our employees are used to our old way of recording data. This new program of yours is just too different – and too hard to learn.”

You: “I understand your reservation, but that’s exactly why you ought to consider installing it. Once trained in our “Fast Lube Data,” your people will love it! They’ll make entries faster and more easily. You’ll save time…and time is money. Most people learn how to use our program in a short, one hour training session. And the training is built into the price of the product.

EXAMPLE NO. 2:

                     You are selling custom display racks to hardware stores. But one retailer gives you an objection:

Prospect: “A special bin or carousel of that type won’t help. Our customers like our regular racks and shelves. They go right to the product!”

You:That’s the very reason your store will benefit from this display. Rather than direct people to the same place they always go in your store, you can highlight slow-moving items – and spotlight your “on sale” items. This idea puts new flair, new excitement into your aisles.”

EXAMPLE NO 3:

You are selling newspaper advertising to retailers. One of your customers isn’t interested in renewing the contract.

Prospect: “Business is down and I have to tighten up. I can’t afford to spend money on advertising right now. See me in six months.”

You: “A downturn in business is precisely the reason you ought to buy now. Here’s why: If you step out and advertise when your competitors are holding back, people will know you’re open and ready to do business. And without competitors getting their messages out, your advertising will be all the more effective.”

This objection-handling technique requires deft, tactful care in its use. Beware of antagonizing your prospects by making them feel their opinions have little value.

Don’t be too quick to offer your product or service as the solution to their problem.

Listen carefully to your prospects’ concerns and make a real effort to show that you understand their hesitation. As always, genuine concern for your prospects and big dose of sincerity will do a lot.

I am offering to share my sales skills, coaching, training methods and techniques in a New and even more Exciting format. HOW TO TURN AN OBJECTION INTO A REASON TO BUYSkype Sales and Business Coaching & Sales Training

Contact me and our First Session is FREE.

                                                  1-800-353-3576 – anthony@preferredsalesconsultants.com