As a sales professional it is important to understand that objections will happen. Knowing this is the case, we need to prepare for them.
How do we go about that?
By being proactive in our consultation and killing the objections early on. It is better to do it that way than having to fight them later in the process. Now doing this requires creativity throughout the process and confidence is crucial. I will show you a few ways that help a great deal and make the close THAT much easier.
While it is an absolute MUST to know your product as a rep, it is more important to know the CORE objection they have. I will say on a level of cruciality, it is equal. Ask your customer open ended questions throughout the call, this will help you understand them better.
As a rep we must understand our customer’s wants and needs and your product’s offerings. If we do we can tackle any objection based on budget, authority, need, time, and value.
Building trust by showing them you care is also a huge aspect. If you as a rep go out of the way to show them you care, they will be more likely to buy and not have “to think about it”.
Most importantly your job is to convince your prospect that they cannot live without your product. Sales is inherently full of objections and that is our job to overcome them. We do that by building value/ trust and knowing our product.
If we want to be successful as a salesman we NEED to focus on sharpening up our presentation and doing these things. By doing so we will see immense results in our process and paycheck. Focus on the ROOTS and it will all get better from there.
Happy Selling!
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