- Watch the How-to-Video “Welcoming Objections”.
- Realize that when you stop resisting objections and start embracing them, you not only get into better communication with your prospect, you encourage the opportunity to address the subject in greater detail. Your presentation no longer becomes an issue of another salesman simply talking but rather it becomes a dialogue; a true discussion that involves the prospect’s worries, concerns and feelings.
- For example, if a prospect tells you that your product or service is too expensive, don’t object by saying “I don’t believe it is” because this would tend to make the person “wrong” in something that is true for him or her. Embrace their comment and acknowledge that you understand that the prospect feels it’s too expensive, but then move forward by making the case how your product or service will save them more money in the long run.
- Continue to talk about your product or service’s features and benefits all the while continuing to acknowledge them and encouraging feedback.
- Note down how meeting resistance with agreement improves the flow in the sales process and note everything down you did right. If you failed and met resistance with resistance, write down what you observed it resulted in and do everything you can to correct it for future sales conversations with prospects.
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If somebody resist the objections or also hostile emotions with resistence, it makes stop in the communication or in the relationship. The agreement cause the flow in communication and also in sales process. It is not the “opposite”, it´s understanding the buyer´s opinion and making him in the right.
What I did right?
– today I received email from my client and he wrote, that the service is expensive and he canceled the order. I wrote him that I understand that this price is high for his company. I also wrote that I have another idea how to help him and asked him again about the purpose of the action.
What I did wrong?
– from the video I realized, that I don´t make mistake by resisting the objection, I usually acknowledge it. But I don ´t continue in conversation, I don´t explain the benefit of our product from the future point of view.
Marta, this is a great realization. The key to doing this flawlessly is practice.
makes sense 🙂
I appreciate how you meet objections. This hasn’t always been easy for me, it makes me kind of tie-up in knots. So thanks again for explaining how to meet the objections.
You are very welcome! Being able to welcome objections is the key towards getting to the root of the matter and can mean the difference between a close and a failed sale.
用這個方法真的可以不會讓溝通停止~而且客戶會更願意與你說話
那會幫助整個銷售的達成
Great tip!! It makes sense. Acknowledge the prospect and the objection of the “it is too expensive” or it is a lot of money. Don’t create a break on communication, but Acknowledge the objection and don’t make him wrong. Like it.