Objections - Part Three

posted: Friday, May 8, 2015

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There are all kinds of objections and because of that, there are just as many ways to deal with them. One of the more common objections can be referred to as the stall objection. A stall is all those things that may or may not be true. Here’s an example of what that might look like and how to overcome it.

Prospect: I like it but I think I should look around and see what else is out there before making a decision.

Salesperson: I can understand you wanting to look around, it’s a big decision isn’t it?

Prospect: Yes.

Salesperson: Before you go, may I ask you a question?

Prospect: Yes, of course.

Salesperson: How did you feel about “benefit number one?”

Prospect: I really liked that, it’s exactly what I’m looking for.

Salesperson: It really is a great benefit, what about benefit number two.

Prospect: I’m not really sure about that one.

Bingo, you have gotten to the root of the problem and now you can go about solving it. A customer stalls for a few reasons but the main one is that there are issues that are bothering the customer.

If the salesperson can discover the true objection, then they can work with the customer to find a solution. It could be something as simple as the color is not right or something else along those lines.

If it’s the color that is bothering the customer, then simply ask what color they would prefer. If the product comes in that color, then the objection is solved. If the product does not come in their preferred color, you can still save the sale.

Simply say, “I’m sorry this product does not come in that color but it does come in these colors. Do any of these other colors appeal to you?” If the customer wants the product enough, then chances are they are going to go with their second choice.

If a salesperson takes the time to ask the right questions, then overcoming a stall objection is not as difficult as it might sound. Next time, we will take a look at the value objection.

FINAO - Brad Huisken

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