Have you ever met a couple who have never had an argument? So, are they still together? Every couple has a fight. When do we have a conversation without objections, without refutations? It is precisely those sales conversations that are most effective, because as a seller you have learned to accept the objections. A lot of sales talks are on the rocks by bypassing objections. Successful conversations often result from refuting objections. Therefore, you should embrace them instead of thinking away!
ASK QUESTIONS TO THINK ABOUT
One of the common problems with salespeople; questioning technique. Quite logical, because the purpose of questions is usually to avoid, bypass and refute objections. The nature of the seller makes him want to talk about everything, but rather not about the objection raised on the other side of the phone. Because of the right questions that a seller asks, the vision of a prospect about his own problems changes. The questions are thought provoking.
DON'T THINK FOR SOMEONE ELSE
Filling in arguments for someone else is disastrous. You need to give the person opposite you the space to show his or her arguments. When sellers make arguments, customers will always respond. It is unhealthy to give sellers the impression that storage can be avoided altogether. The real sale starts with an objection!
Do you want to know step by step how to deal with objections? Then Check out our whitepaper ‘7 steps to refute an objection below.’
