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 

1-3-12 sales: Too good to be true

"When something is too good to be true, IT IS"

We all know that.

-         Trying to present your value form as the flawless, perfect , out of this world  will just make people start doubting and searching for the catch, the glitches

-         That can be damaging to the trust you want to build with your customers

-         You don’t have to pretend to be perfect, or have the perfect product (nothing is perfect by the way :) ) 

-         Just be sincere about the cons of what you offer, especially those your customers will find out about later

-         You can present your worst disadvantages in a way that you have the total respect from your customers and you will have their full trust 

-         Plus we have talked about giving info to your customers and how is that beneficial on the long run. Consider this as extra info to help customers (humans) to make a god decision. 

-         Think of it also as treating people the way you like to be treated if you were in their shoes

So don’t be afraid to make a damaging admission. It is not as damaging as you might think :)

1-3-11 sales: Scratch my back and I'll scratch yours

A profound human thing:

When somebody benefits us, we want to benefit them.

Also if someone get some expensive gift from somebody and he can't return this favor in the same value, they get this annoying feeling (we all experienced that)

People tend to be generous for a lot of reasons, for example:

-         Impose authority

-         Building trust

-         Develop relationships

-         Get something in return on the long run

And after studies, scientists found that:

-         People who get the most of a specific website tend to fill surveys to improve it, send suggestions and notifications about problems as a return for what they get from it (personally I do this all the time with google and IMDB)

-         When people go to buy a car, those who accept the offer to have a drink of a coffee have more tendency to buy one/the more expensive one/ with additional accessories than who don’t accept that gift/drink

-         Big companies prohibit their negotiators from accepting anything from the other party until the negotiation is done

And this reciprocation, generosity thing is not proportional at all, you see that in the car buyers example, just add any value and make people feel that you are doing your best for them and you will see the return

Plus, when you give them something (info, experience, smile, sincere advice), their relationship with you is confined by the business between you, so all what they can do in return will be something related to the business part ;) [Buy what you offer, buy accessories, be gentle and not pain in the ass :), answer your feedbacks and surveys, give you advice, correct you on something, turn out to be a great professional relationship…. Etc.  ]

So be generous and give away values. It won't cost you that much time or effort, and the results will be awesome on the long run

The more you give people, the more likely that they will support you