02 December, 2013

1-3-13 sales: Handle objections

You ever get a call about thing that you are totally not interested in, what you do? Right, you just hang up

People will do the same if they are not interested, and that is rare

What you will find is that most people with objections will say no, but still talking to you …. They are still interested.

So, there is an objection, a barrier that stands between you and the deal closure and you need to handle this

-         Mainly, objections fall in these three categories:
-         Physical ones (money, distance, place, transport, time, etc.)
-         Psychological ones (feelings, trust, etc.)
-         Risk-related ones (disadvantages, hazards, insurance, fear of scamming, etc.)
And the main 5 major objections that toy have to treat are (arranged):

1-    Why I should pay attention to this? (time-related, effort)
2-    Why should I care? (alignment with interests, desires)
3-    What will I get out of this? (benefit, use)
4-    Why should I pay for this? (money, evaluating)
5-     Why should I trust you? (trust issues, confidence)
You move through these questions like an iteration cycle:
You start talking and presenting, you get objection, handle it, back to track, move on, a barrier, treat it, move on, break all objections, have the trust :), and get paid
 
For any sale that is not done, there is a question or more of the previous 5 ones that hasn’t/haven’t been answered.
-         And notice: your customers may not know or say why they are objecting.
-         SO, you have to ask question to put your hand on the objection to treat it. And then in the next calls adjust your strategy to handle this one upfront even before it is raised

Another better solution: instead of this iteration cycle that engages the customers as a part of the negotiation, you can present all your info in a way that handles these objections in advance before they are even raised. Your customers will feel that they have all the info
And they will feel selling, not being sold to.

Another important tip: by the time you get to negotiate with customers you should have already options or flexibility to deal with minor objections like the payment types, amounts, etc.  
So get this burden off your back to focus on the 5 major objections

And always remember that:
Saying no doesn’t mean at all that they are not interested