Summary
The sale is one of the loneliest professions since nobody but the seller knows what is really happening between him and each of his interviewees, as well as the real reason why a sale was closed, or not.
In any business, objections are the main challenge facing the sales force, that is why learning to manage them is an essential task of every salesperson.
Two people interact in the buying and selling process, one who wants to offer a product or service and the other who has the most objections to avoid it. Nobody is going to buy unless they feel a challenge, unless they are a little bit opposed and convinced, not so much for the simple fact of opposing it, but rather for later they are sure that they have made a good decision.
Introduction
In order to understand what the objections are, I define it in particular as: “Obstacles presented by buyers”.
The seller must accept the objection, not as something negative, but as something normal.
In the following essay I will talk about the importance of handling the objections that a good seller must master when interacting with a buyer and getting him to mention the expected word, "yes"; that is, that you buy a product or service.
Development
From the point of view of sales strategy, the objection is: "A disagreement or difference of opinion of the prospect at one point."
The M&M magazine defines an objection as: “All said or fact of the client that threatens the sale process and that manifests itself at any moment of said process”.
I think the real objection is not always external. I give you an example, someone can say that they do not buy the item at that time because they do not have money. In reality, what worries you is that your spouse criticizes that purchase, that is why the seller, with information, must transmit the security that acquiring that item is a successful operation, that is, that person should buy it.
The importance of handling objections is such that the objective of achieving a closure at the end of each interview depends on the way and efficiency in which they are addressed. One writer has pointed out: 'A representative need not fear objections per se; they only pose a problem in closing a sale when they are not considered or responded to appropriately. In fact, the rule is that objections must be welcomed in the sales presentation. ”
From my perspective I think the seller should know how to handle objections. But something very important the seller should not confuse objections with excuses; since the first are normal, expected and desirable incidents in the sales process.
I want to mention some more frequent objections: I need a longer term, it is more expensive, or I want an extra discount. The second is "an attempt to get rid of the seller", it is very easy to identify the excuse since it is presented at the beginning of the interview.
I personally suggest that when a seller objects to it: You should not interrupt the listener, avoid arguments, be confident, and remain calm as this will help to make the buyer safe. If the salesperson stops viewing objections as a dreaded nightmare, and takes rejection as a necessary part of a successful sales process, their reaction will be more positive and they will have new alternatives to maintain communication leadership and achieve what matters most. your client say "YES".
conclusion
I believe that the closure of an interview depends on the way and efficiency in which objections are addressed.
Personally, I think that objections represent sales opportunities and that it depends on the attitude of the seller.
The important thing is that the seller must be trained in order to face any type of situation that may arise.
Bibliographic reference
- C. Finch Lloyd (1991). "Sales by telephone, didactic administration manuals". Threshing.
