One of the most difficult parts of a salesperson’s job is answering those pesky objections. Whether it’s real objections like time or money or whether it’s the “blowoff” objections like, “I want to think about it.” or, “I have to talk to someone.” or, “I’m getting 2 more bids,” we’ve all gotten them, and we’ll continue to get them. So for the next month or so, on Tuesdays, I’m going to write about how to answer objections.
Here is a basic framework to use in answering ANY objection. The content will vary, depending on the objection, and the framework always stays the same.
- Empathize – let your prospect know it was just fine to raise that point or ask that question. Share your common experience if possible.
- Ask a Question – You can find out what the objection really is and re-direct the conversation.
- Try to help your prospect find a solution – Never stop being your prospect’s partner in helping them solve their problems and get what they want and need.
- Ask for the sale again – If you don’t ask, you won’t receive!
Notice that answering an objection mirrors the Sales Conversation itself: build rapport, ask open-ended questions, offer a solution and ask for the sale.
Our next written blog will discuss empathy, the first step in answering any objection.
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