Regardless of the length of your sales career, you always have to face objections. You really cannot expect that 100% of the potential clients that you talk with will say yes to your sales pitch. In fact, even salesmen who are giving away free items for promotional purposes still encounter objections as well. The key to handling objections is to know that it can actually be considered as a sign of a potential sale. All you need to do is to persist without being obnoxious. One of the problems of most sales people is that they tend to be rude and too pushy even when possible clients are already yelling a big no.
One piece of sales career advice that you need to remember is that people are interested in empathy. If you are one insensitive sales person, then you will surely find doors being slammed in front you or phones being slammed down, even while you are still talking. So, the first thing that you need to say, if you hear a potential client telling you that she is not interested is to tell her that you understand how she feels. Being gracious and thankful even after receiving an objection will catch your client off guard. This is something that they will not expect.
One piece of sales career advice that you need to remember is that people are interested in empathy. If you are one insensitive sales person, then you will surely find doors being slammed in front you or phones being slammed down, even while you are still talking. So, the first thing that you need to say, if you hear a potential client telling you that she is not interested is to tell her that you understand how she feels. Being gracious and thankful even after receiving an objection will catch your client off guard. This is something that they will not expect.
Aside from empathizing, it is also important to let your client know that she is not the only person who feels this way. So, after telling her that you understand her reaction, tell her that some of your clients have also felt the same way she does. This is important because you are affirming what she is saying. By this time, your potential customer's defenses will be down and she will be more open with what you are going to tell her next. Being able to do this well will help you attain a long and successful career in sales.
Your next move is to tell your potential client about the opinions of other people or your previous customers about your product. Do not tell her your own opinion because that would be too confrontational and that will only make her become defensive yet again. For example, tell her that your previous clients discovered that the product you are selling works quite well and that they are happy about giving your product a try. Be sure that you practice your speech on your own so that you would be confident when you are in front of your clients. It is also advisable to think about possible scenarios and objections so that you would know what to say in various situations.
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