People

(Objection handling tips excerpted from Objections! Objections! Objections!)

People buy people. If everything else were equal wouldn’t you buy from the person that you liked the best? Of course you would and so do your clients. This may seem obvious but it is a fact that’s often overlooked by most salespeople. This is a shame because it’s a fact that we can use to great advantage when selling.

Most clients are worried that you are going to push something onto them that they don’t want. Why? Because we’ve all experienced salespeople in our lives who do this. By focusing on the relationship and not on the sale you start to put your clients more at ease. This allows them to stop worrying that they are about to get “pitched”.

When I teach this simple technique to delegates and they get on the phones and try it they are always amazed at just how effective it really is.

Objections:

“We’ve got no need…”
“We’ve got no budget…”
“It’s the end of the financial year…”
“It’s not my decision…”
“You need to speak to someone else…”
“Etc.

The “Building Relationships” Answer:

“That’s fine. At this point most of my competitors would ask you when you do have a budget and arrange to call you back then. We at … (name company) … believe that business is built on relationships and I would still like to invest the time in getting to know you now. Tell me John, how…?”

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

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