The "objections" from the client's perspective are the moments when he asks you to give him more arguments because he is still not convinced. There is something that he needs to understand and you must never forget that the customer buys when he understands and is convinced that your product or service brings him a benefit.
Sales objections
In the sales environment, customer objections are the reasons for not buying that arise from lack of knowledge on the part of the customer, because what he has received up to that minute is insufficient information for him and one of the main reasons for Because it is not always sold, it is because the seller does not prepare himself in a professional way to properly handle the “dreaded objections”.
Sometimes a customer may have more than one type of objection for sale. Some are because he requires more information to be able to make a purchase decision and others are because the information he has received has not been understood by him because you have not explained it clearly.
To properly prepare, you must understand that the sale without objection does not exist. If the customer is not interested in the product you are offering, they will not object. He will listen to you and tell you that everything is perfect, but at the moment of the decision he will not buy you.
In order for this not to happen, you must be very attentive to their objections and answer them calmly, giving them the respective arguments. For this you need to study each of these objections, because in general they are not many and they are repetitive among clients.
Remember that when the objections begin, the sale is just beginning, since until before this it has only been a conversation to extract and deliver information, so it is from this minute on that it takes your greatest concentration and your strength to keep going.
During my experience I have met many sellers who, from the moment the client presents the first objection, they start to sweat, because until that minute they have not understood that the sales objections are an opportunity to argue and clarify in order that the client feels confidence, security and makes the expected decision.
Depending on the product, the most typical objections are the following: “I already have a similar product, I have a friend who sells these products, leave or send me the information and then I call him, my spouse decides, I had a bad experience, I am not interested, you will lose your time, I have little time or I am very busy ”.
For each of these objections, you should study the answers based on your product and always seeking to solve the bottom of the objection… A job is not enough quickly, but it must be serious and deep work, which you can practice with your colleagues or Someone from your family and review them many times, since objections in general are the main reasons why sales are not made.
I will give you some examples of sales objections and their respective arguments:
I already have a similar product: Congratulations Don Juan, I think it's excellent, however my idea is to enhance what you have with one of the most profitable alternatives on the market… Do you think if you receive me on Tuesday at 12:00 Or do you prefer at 16:00?
I have a friend who sells those products: Don Juan, if your friend is a Sales Executive, he surely did a good job for you, but my intention is not to duplicate what you have… What suits you best, Monday or Tuesday?
Send me the information: Don Juan, I would love to do that, but the idea that I want to discuss with you must be tailored to your personal needs and therefore I must see it in person… Does Thursday at 11:00 am please you or do you prefer 15:00 hours?
If you look for each objection we can find the perfect argument, but for this you must work them professionally, since it is what will make your difference, you will master the objections and you will become a successful seller, so please take a sheet and start immediately to write down all the objections of your clients, then you elaborate the answers for each one of them and finally you practice them until you feel safe.
If you meet the above, sales success will be absolutely in your hands.
A hug, Jorge Avalos C.
