During the sales process, you will most likely meet objections. Objections are prospects' comments about the reasons why they don't plan to buy your product or service. It may be something like "I already buy those products from ABC Company and am happy with their product."
Don't be put off by an objection; it is a normal part of the sales process. In fact, objections sometimes are a signal that the sale is progressing and you're getting closer to a positive response. When a prospect voices an objection, they may simply be asking for more information about your product - and their objection tells you in what area they need more information. For instance, if they say they are happy with a product from another competitor, that is your opening to explain how your product differs from your competitor's product.
Anticipate objections. Rehearse answers to standard objections. Learn to ask questions of prospects to get to their real questions.
Here are a few proven techniques for overcoming objections. Treat every objection with respect and a thoughtful response.
Acknowledge your customers' position and then offer them new information.
Question prospects when they make statements about why they won't buy or what they don't like about your product. Try to learn why they feel as they do; this will help you get to the root cause of their concerns.
Restate the objection so the customer can hear it. This tends to reduce the magnitude of an objection and allows prospects to modify your statement to more accurately express their true objection.
Tactfully respond directly to the customer's statement. If you must contradict what they are saying because you honestly believe they are wrong, provide factual information that can help them see where they may have a misunderstanding.
