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Push back on those objections don’t just give up says Chris Kaday business coach & mentor
Chris Kaday
Few sales approaches are ever accepted without getting an immediate objection. You know the thing ‘we can’t afford it, not now thank you, we already have one of those, we are happy with our current supplier, call back in a few months’ and so on. Seldom are these valid reasons for not considering what you have to offer. Usually they are excuses drummed up to get rid of you, but all too often I see them recorded in databases as if they are the gospel truth. Accepting and recording objections at face value and is merely processing information – pushing back is where the selling really starts.

Get the habit
Have you ever put down the phone or left a sales meeting feeling you could have pushed back harder? Respond to EVERY objection EVERY time - not just when it feels appropriate or when you remember. Nothing works all of the time but responding to every objection works enough of the time to make a definable difference to your sales result. Try it and you will see.

Be prepared
You know the prospect is going to come back with an objection as soon as you make any proposition, so expect it and be prepared with some good responses. This avoids the prospect catching you off guard and rushing you into some garbling response or just accepting their objection and going out with a whimper. I learnt my selling many years ago with a company called Kalamazoo. Every week we made hundreds of cold telephone approaches on what was called our phoning day. Believe it or not we had a loose leaf book with tabs in front of us whenever we dialled – I can still see that blue cover now. The tabs had such headings as ‘not interested’ ‘send me literature’ ‘we can’t afford it’ ‘it would not work for us’ and so on. We turned to the objection when it came up and just read the script. And do you know what? It worked! That company left nothing to chance and they could take complete beginners and make them successful as long as they did what so many others had done successfully before. We got really good at delivering those objection handlers and you need to be good at it too.

Be professional
Remember a prospect actually expects you to answer the objection – it shows you are a professional salesperson. A prospect said with a laugh to one of the callers I was mentoring last month ‘my you have been well trained’ and gave him an appointment. It made my day!

Stand up to the pressure
Don’t let your prospects forcefulness put you off coming back with a calm response. They have had plenty of practice in raising this objection as it is probably the same one they tell all the callers. You need to raise your energy and counter them with clarity and commitment.

By successfully overcoming objections and improving your closing rate you are creating more results for absolutely no more effort. Just think how hard it is to get someone with decision making ability on the phone or to a meeting. Don’t you owe it to yourself to make the most of this opportunity and not let them go so easily?

Chris Kaday is a business coach and mentor with lots of great advice on sales and marketing on his site www.chriskaday.co.uk

Source: http://easycontentpro.com

Chris Kaday is a very well known author who has been writing for chriskaday.co.uk.Chris Kaday is a business coach and business mentor with lots of great advice on growing your business on his site www.chriskaday.co.uk.

"Push back on those objections don’t just give up says Chris Kaday business coach & mentor"
written by Chris Kaday

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