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5 Step Process to Overcoming Sales Objections

July 30th, 2015

5 Step Process to Overcoming Sales Objections

Using a process while overcoming sales objections is five times more successful than “winging it”.

As a sales professional in today’s field, it is important to remember that closing a sale is not always a swift and easy process. Even the most talented sales professionals have trouble overcoming sales objections.

It is important to remember that sales objections happen to the most talented and the most prepared sales experts. You need to master the process of overcoming sales objections in order to find true sales success. Having a process to overcome sales objections can help you break down the objection barrier on your road to success.

Step One: Anticipate the Objections First

Before you even try to close the sale make sure that you prepare yourself by anticipating the objections that might arise. For every point that you make you will want to make sure that you have supporting and credible facts to back up that point. This will act as a security blanket for possible objections or concerns that the prospect may have.

Step Two: Create Objection Answers

After you have anticipated the possible objections sit down and brainstorm effective solutions to those objections. This way if the objection comes up in your presentation you can turn to your notes and sat ‘i’m glad you brought that up’ and provide your leads with a potential solution to the issue that they brought up in the first place. This is a great way for you to show the prospects that the products or services they are purchasing are worth the price.

checklistStep Three: Do Your Homework

Make sure that you do your homework and know your prospective client. Research your prospect’s company carefully and pick out what concerns or objections they may have.  Make sure you know your product or service inside and out. The more knowledge you have the more credible you sound. Additionally, you can provide your client with useful information while clearing their objections at the same time.

Step Four: Enter the Presentation With the Right Attitude

Always expect that you will get a number of objections, and realize that it is OK. Try to stay optimistic and keep in mind that these objections are not being brought up because of anything that you did. Not taking objections personally is the key to not burning out. There is a lot of rejection and a lot of objections in sales, so taking every objection personally will burn you out fast.

Related Article: Survive & Thrive With a Positive Mental Attitude

Step Five: Remove Objections One-By-One Calmly

While staying calm, address each objection individually. By taking the time to address each concern as an individual problem, you can rationally ease the concerns of your prospect. This will often make them feel comfortable about turning to your product or service.

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