One of biggest problems for many business owners is ability to overcome objections. In fact, for many, this skill could be difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. This article will discuss in person skills.
Objections stop sales. Period. The customer says, "No". Listen to objection. For example, customer says, "It's too expensive". Don't walk away or hang up, listen. Do they really think it is or is this just a knee jerk response. Is he/she trying to buy time, make up their mind. Tell them about product, benefits to them, how it can help their business. Listen to your customer. Let them finish before immediately jumping in and responding.
Don't over-react by interrupting while they are speaking. First of all, you cut them off, which upsets them, and secondly you appear as if you are dying for sale.
Let customer finish speaking. Be empathetic. Show you understand concern and then deal with objection. If it's price, agree, that while it might seem high it's not when you consider how product or services saves time, helps them cut costs, helps expand their business and so on.
Look for solutions. Ask for less. Many times a customer will say they are happy with person they are doing business with. In fact, it might be a family member or a relative. Hard to argue against. See if you can get part of it. Say, that's fine. Tell them you just want them to give you a chance to show them what you can do for them. Point out it is always better to have more than one company supplying a product or service. A good example for this area is when seller is already with a Realtor, or is adamant about selling it his/her self. Point out that your consulting with them, or working with them, just gives them another avenue to help them move their property. Remember, it's never a good idea to knock competition.
Concede point. Sometimes you won't be able to contest objection. In that case, go around it. For example, Yes, they are a good publisher, they do good work at a good price. I'm good too, I can get you what you need faster for same price. Let me prove it to you.