Many times we ask ourselves, How to sell more? If all the time customers criticize the product or service. Surely it happened to you and on many occasions you do not know how to handle it, it is advisable to know the product well, know each of the strong and weak characteristics, list the possible objections that could be presented in the sale and have lists in advance the possible answers that we could provide.
We will define the meaning of the word objection since it is the protagonist of this article, so we can say: «The objections are the opinions opposed to the product or service, which our prospect or client reveals when negotiating, it becomes a great opportunity to sell more, if we focus on meeting a specific need.
We can find two types of objections and every seller must identify:
- Doubts: When the client presents objections, but has an interest in acquiring the product or service, here you must listen to the client, always remember: listen carefully to the client's needs, their doubts, then answer each of the objections. The excuses: The client emits a pretext signal, in order not to make the purchase, the seller must identify this type of client to end the presentation, because they would be wasting their time since they will not make the sale.
We will address this article "Eight Strategies to Handle Objections and Sell More".
one.
Surely this is one of the most common objections, to address it we must ask the following questions How much else is the price of the product or service you want to buy? Why do you consider our product expensive? What is the budget with the one that counts for the acquisition of your product or service? Having these parameters clear about the client: the amount of money they want to save, the budget allocated for the purchase of the product or service, it is time to address the characteristics, the conditions, the savings that they will obtain with the use of our product or service. Mention the advantages to be obtained in the short, medium and long term, everything that will be gained by obtaining your product.
two.
The important thing about this objection is; Know if it is real and if there is also the possibility of increasing your budget when you are given a certain term, for the acquisition of the product or service, but having clear these aspects the strategy to handle this serious objection, make the payment facilities for be able to make the sale and guarantee that you receive the quality you deserve with greater ease.
3.
This objection is very interesting because it is the best way to know, in which we are failing with the service, for which we have to make sure that the complaints are true and if they are, it is not enough to apologize for the case and affirm if in In the event that the appropriate measures are taken, so that the same does not happen to him, he makes the purchase of the product or service.
Four.
The objection that you will commonly hear, when approaching the prospect we have to be sure that the person to whom we show our product or service, can evaluate the proposal, after that if it is necessary to make ourselves available to make the presentation with the people who make the purchase decision.
5.
We have to analyze together with the client, first what is the worst that can happen if they do not use your product or service and second that the useful thing is not that they get from you, but that they solve their problems and not generate more unnecessary expenses so which your help must be genuine, if you identify with their problems you can always change this objection in your sales.
6.
For this you have to be very prepared, who does not know your competition is not prepared to go to the market, above all we have to have prepared under your arm a list of the strengths and weaknesses of your competitors and the list of your product or service that exceed, if you do not get ahead with it, rest assured that it will be very difficult for you to sell to a prospect who is always very informed.
7.
Here you have to emphasize the trajectory of your company, your own experience when arriving to work in it and above all the current satisfaction of the clients with whom you already work, if the company has some awards or certifications it is time to comment on them and if you participate of some social benefit or supports a noble cause destined actions or money to them with more reason it is time to ask them to join this challenge.
8.
You thought that a sale starts only when the client made the previous objections, I present to you the objection in which the sale has just begun, many will start to think, how can I sell to someone who does not want to buy from me? Well, I will not tell you that it is always, I will only tell you that it is to put yourself in the person's shoes and listen to them. Do you have any objection that arises when selling your product or service?
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Do you need business advice to handle more objections? We are at your service, we are willing to support you, leave your comments or answer the following questions. What are the most difficult objections that you have had to negotiate? What strategy do you like the most?
Written by:
Mg. Regner Nicolás Castillo Salazar
University Professor, Thesis Advisor, Business Coach
WhatsApp: 957459117 Profile of DINA. Regner Castillo ORCID Profile: Regner Castillo
