When working in sales, objections heard from potential customers come in a wide gamete of various reasons for saying no. Overcoming Objections is one of the hardest things to do if you are intending on a career in sales.

In the majority of circumstances if the customer is able to come up with an objection is due to them already having the apprehension in mind. In other words they are considering whatever the service is and have already provided themselves with a reasonable excuse. They are attempting to convince themselves not you to deny the purchase.

Money is in most situations the number one reason customers avoid a purchase. They will likely explain the price away as being too high or they will say if they get the money they will call you. Give the customer empathy and understanding in a way that will continue to promote the sell. In other words, say something like I understand and hopefully this will still be available at this great price in a few months. In most cases the customer is considering another purchase from someone else so offer a trial period to let them get the feel of the product. Assure them that while trying the product it locks in the price for next week when they purchase, do not say if they purchase.

When you offer a temporary trial of the service or product is a guarantee that you believe in the product enough to know they will purchase. In the majority of situations you will either close the deal at that time or when the trial time is up. The customer wants to trust you and your service by offering a limit time it is convincing them of the ability to trust.

Another popular response is I am not in need of the service at this time or I am happy with my current provider. Provide a positive response such as I understand why you are dedicated to the other provider, they are a great company.

Then continue with a story regarding another company whom you provide service to. Tell the customer that this other company also used the other provider and were happy with them as well. After you gave them a trial period they bought from you and have also recommended you too many other businesses due to their happiness with the service.

Provide stories about other customers to demonstrate that someone else thought like them and were convinced to change to the better product. Also empathize with the customers dedication to another provider. Use someone in the same business as a reference. Use words such as Mr. Smith at the such and such store used to use them as well and after trying our product said he did not realize how much he was spending until he switched to our services. Tell the story in detail and provide examples of a service whenever possible. If there is a main opponent in your service, use this as the target of the story.

If you do your homework and study the objections and are prepared with examples of counter objections without sounding condescending you will make the close. Overcoming Objections is more of an accomplishment when you turn it into a challenging learning experience. Do not ever argue with a potential customer and do not tell them the current provider is a cheat, liar or a bad product. Use terms such as I understand and finish with acknowledging the objection and a reasonable positive answer.

Closing sales becomes easier with the right training and mindset.  With more leads than you can handle, your mindset will improve and the practice will increase your closing skills.  To learn more about overcoming objections to close sales and how to generate unlimited leads like the pros do, put your Name, Phone, and Email in the form on this page and I’ll show you how!