The main customer objections

The customer has doubts about your offer, but does not say anything about them. To work through hidden objections, you need to give the potential client the opportunity to talk more. Ask open-ended questions such as: what? where? when? how? why? who? and so on. The more questions you ask the potential client, the more likely it is that he will tell you what exactly is preventing him from making a purchase.

The second form of objection is excuses. Usually, excuses are an instinctive reaction to any attempt to sell something, noted the managers of the Mafpels company. The best sales managers simply nod, smile and agree with the excuse, and then ask questions to steer the conversation in the right direction. In the process of communication, it is necessary to interest the person, and then his objection will simply crumble like a house of cards.

Since you meet a wide variety of people, you will occasionally come across someone who is unhappy or upset about something. They can't yell at their boss, husband or wife, so they take it out on the well-meaning sales manager. To deal with malicious objections, you need to realize that you are not the object of such objections. Your job as a professional is to remain calm, confident, positive and polite throughout the conversation, and simply ask as many questions as possible. Asking questions gives you control over the situation, advise experts at Mafpels trading.

This is another common objection, but it is also the best one. Because you know how to answer these questions. Whenever a prospect wants information about your product or service, it gives you a great starting point for making a sale.

Sometimes prospects try to show you that they already know a lot about your products or services. They show off their erudition or ask you difficult questions. When this happens, use a trick: show how impressed you are with the prospect’s knowledge. Compliments are a great way to build a good relationship. Remember: when you listen to a prospect with great attention and thereby make them feel important, they are much more likely to buy your product.

These objections are directed at the product/service you are offering or at your claims about how the product/service will benefit the customer. If you can answer an objective question (e.g., "How can I be sure this is true?", "How can you prove it?"), you will make the sale in most cases. Objective or factual objections are often raised by people when they are close to buying but just need a little more reassurance.

You have made your presentation and the prospect clearly sees how your product/service will benefit them. They know and understand what you are selling and how much you are asking. They are ready to make a purchase decision but are still hesitant. In this case, you listen respectfully to the customer's final objections and then reassure them that you are offering a great product/service at a great price and that everyone who is currently using this product/service is very happy with their decision.

Based on materials from the publications of businessman and writer Brian Tracy