Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions.
1. Does the buyer feel neglected?
This is a prime danger of taking regular customers for granted. You could well walk in expecting a sure-thing order only to find that your customer isn't sure he or she wants to deal with you anymore. Why not?
The buyer may feel that the amount of steady business that his or her company has provided merits more of your time and attention then you've been giving lately.
The buyer may feel that his or her job depends on dealing with a supplier who can be trusted to deliver what was ordered when it's supposed to be delivered., who will still be available after the order is signed.
If you've determined that neglect is the emotion behind the buyer's objection, the best thing to do would be to let the customer get all those feelings outside in the open. Once the buyer has made you aware of your shortcomings, he or she may still give you the order-once promised to do better in the future.
2. Does the buyer feel that you're not showing enough respect?
To some buyers, salespeople who just "drop by" are telling them that they aren't important enough for an actual appointment.
Make sure you show respect for your customers' time-especially in the initial stages of developing an account-by taking the time to set up an appointment for your call. Later, customers may indicate that its okay to stop by any time you have a useful idea to share with them.
3. Is the buyer afraid of doing something new?
Fear of taking a new course of action is a common emotion. Staying with a known product or service is a secure investment.
When this fear is the emotion behind the objection, you must show the buyer-tactfully, of course-that not trying new methods or products eliminates the possibility of benefiting from them. Especially if the buyer has been burned before by a new-and-improved product that turned out to be neither, you may have to prove that your product or service will really do what you've said it will, that its value is worth its cost.
4. Is the buyer afraid of abandoning the old?
Closely related to the fear of taking a new course of action is the fear of abandoning an existing one-especially one that represents a major start-up investment-even if its proving unsatisfactory. A company that has already made a significant investment in its existing program will probably be hesitant about dropping a similar sum on a totally different alternative.
If you realize that the prospect is not going to abandon what it has, you still don't have to abandon the company as a client. Look for ways that your product or service can help solve some of the problems created by the existing system. But take care not to sound too critical of what could be the buyers ( or someone in top management's ) pet idea. Don't tell the prospect to dump the existing product and switch to yours. Instead, explain that you are aware of the problems and that if the prospect will allow you to explain your alternatives, you'll be able to show how your product or service can help them correct them.
Making an honest attempt to understand the emotions behind sales objections helps you to position your product or service in a way that makes it easier for your prospect to say "yes".
Neil Greenberg is a sales maanger with a DC based e-commerce company. http://salessherpa.blogspot.com/
Losing a sale can be disheartening, especially if you lose... Read More
1. Add a no-fee interactive game to your web site.... Read More
I put together this little article because, although basic, we... Read More
In my business, it has been an interesting and very... Read More
I have to admit, I have an 'addiction'.Sometimes this addiction... Read More
Wouldn't it be nice if there were an inexpensive method... Read More
If you've ever flown economy class on an international flight... Read More
1. Multiply your marketing and advertising efforts on the Internet.... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
1. Determine your current situation. How are you currently positioned... Read More
What is it with appraisals? In September and October there... Read More
It is one thing to make a sales presentation, but... Read More
There are a number of sales closing strategies that you... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
One of the best projects to undertake as an online... Read More
Do you have any idea what your customers have experienced... Read More
We've all had the unfortunate experience of being convinced by... Read More
In most businesses, when sales are slow or low, the... Read More
1. They talk instead of LISTEN. Too many salespeople monopolize... Read More
Having spent so many years in retail, I always enjoy... Read More
The reason why you have a job in sales is... Read More
How well do you handle objections?The fact is, most people... Read More
Look at your marketing material. Now, is there something missing?... Read More
A lot is written and talked about in regard to... Read More
What do we mean by a consultative approach?When you hear... Read More
As Financial Services Sales Professional you need to build trust... Read More
My silent fish tank was no more. Enough water had... Read More
The "Three Cs" in building customer relationships are a key... Read More
When I broke into sales in 1986, I read several... Read More
The saying "No man is an island" is an undeniable... Read More
A myth can best be described as somebody or something... Read More
There is little doubt that eLearning has not achieved the... Read More
Sales marketing online is an art that you must keep... Read More
Bill Brooks of The Brooks Group wrote an article several... Read More
You built a very good web site...You have a great... Read More
I love the art of selling. LOVE IT. When I... Read More
Mark has an attitude! Mark had worked in an operational... Read More
In happens every year in June.Six months down and six... Read More
One of the questions I often get asked as a... Read More
My experience has taught me that people want to buy... Read More
Perhaps the biggest challenge faced by salespeople is the problem... Read More
Yes, you heard me right; I said "Date your clients!"... Read More
Facilitating the buying process can be very straightforward and fairly... Read More
"Selling worth doing is worth doing badly ? at first!"... Read More
Salesmanship is the force that moves business. Without it all... Read More
Making a living in sales can be very rewarding, however,... Read More
Here are three proven ways that will increase your sales:1.... Read More
What do we mean by a consultative approach?When you hear... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
Friends buy from friends. Why? Because people trust that their... Read More
Many business owners and professionals are appalled at the thought... Read More
The dreaded question: "What exactly does your company do?" It's... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
Using cartoons can help brand your marketing and drive home... Read More
How many times have you had a customer say to... Read More
The quickest way to increase sales is to make things... Read More
We all make mistakes and some salespeople seem to make... Read More
Many home business owners lament they don't have enough cash... Read More
Have you ever heard of the Golden Hour? I live... Read More
If a store had a great discount in the middle... Read More
In my youth I landed a job selling encyclopedias door... Read More
Yes, it's true. Saying "No" is a great way of... Read More
You want to increase the flow of sales revenue, but... Read More
Think about it. If only it was as easy as... Read More
Prospect - "So now that I've told you what we... Read More
Sales Training |