Handling Objections - Part Eight!

posted: Saturday, August 13, 2011

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We’ve discussed all kinds of objections and how to overcome them, but there is one more I would like to address: the common objection.

The common objection occurs with almost any product you are selling; it basically is an objection that comes up whenever a certain object is being sold. It doesn’t matter who the customer is or what their other objections are, the common objection will come up. The most effective way to deal with the common objection is called the end around. The premise is that you address the objection before your customer can bring it up. Below is an example of how the end around works:

 I have a ring that has all of the features that you desire, but it does not come with the maintenance plan included, would you like to take a look at it?

If they say, "yes" then you’ve all ready overcome the common objection and you can proceed with the sale. If they say, "no" then you know it is time to move on to another product. The biggest key to using the end around effectively is to use it early in your presentation. Let your prospect know what the weaknesses of the product are before getting too far into the selling process. The end around is a powerful technique and can also be used to overcome other types of objections as well. If you are able to deal with any objection before it even comes up, then you are much more likely to complete the sale.

So we’ve come to the end of our look at objections and how to overcome them on our way to making sales. While we’ve discussed many techniques, I believe there is one important thing to remember that is common in dealing with any objection. Listen to what your customer is telling you and attempt to address all of their concerns. The techniques are great tools but in the end, there’s no substitute for listening to your prospect and doing everything in you power to satisfy them.

Objections are not problems, just solutions waiting for a professional salesperson to solve them.

FINAO - Brad Huisken

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