Because prospects are pressed to do more with less, they’re more determined than ever to get good value for their purchases. And to make the best purchasing decisions, they may ask more questions and raise more objections. When that happens, salespeople can turn the situation to their advantage.
Here are three reactions that will help your salespeople turn objections into selling opportunities, courtesy of Stephan Schiffman, author of The Career Salesperson:
- Listen carefully and ask for clarification. By asking for more details, you’ll be in a better position to turn the objection into a positive.
- Resist the temptation to argue, even if the objection is totally unfounded or unreasonable. Arguing establishes an adversarial relationship that undermines a prospect’s trust.
- Remember that prospects are not always clear in expressing their concerns. Sometimes their objections are only a smoke screen to cover other concerns. Your ability to identify, analyze and answer a prospect’s real objections will put you in a better position to close the sale.