5 Steps To Overcoming Sales Objections

Are you in sales? Outside sales? Inside sales? In-home sales? Internet sales? Networking sales? Everyone in some shape, form or fashion is in sales. Think about for a minute. You are always selling something.

For example, as a kid growing up you were trying to sell your parents on why you should be able to stay up later, or watch that TV show, or go to this event, or go to this restaurant, or purchase this shirt or pants, etc..We are programmed to pursue our desires. That my friends, is sales 101. There are always at least 2 parties involved. Sometimes more.

Objections are an integral part of selling. For every reason you can think of that your potential customer should own this or that product or service, they can think of at least one reason they shouldn't. The wins are measured by how you turn that NO into a YES. The question then becomes 'How Do You Handle Sales Objections?'

Mastering these 5 steps will help you win more customers:

Step 1 - Pause. As humans, we are programmed to attack when the objection occurs. We naturally want to immediately defend ourselves or our product. Our mind is programmed to protect you. Don't do it. When you have presented your product or service and the objection surfaces, the first thing you should do is take a long 3 count and PAUSE. Pause and just wait for at least 3 counts. If you catch yourself wanting to immediately lash out, don't do it.

Step 2 - Listen. When you have made your presentation and the objection occurs, take the time to reflect on exactly what the customer is saying. Try to put yourself in his/her position as to why you are not in agreement. Listening takes effort. Listening means not thinking about your rebuttal but tuning in entirely to what your prospects are saying.

Step 3 - Ask Questions. Never assume you know exactly what your prospects are saying when the objection occurs. Always repeat the objection, and then ask follow-up questions so you know exactly where the problem lies. You want to have a full understanding of what your prospects are saying and feeling.

Step 4 - Respond. Always begin by saying you understand exactly your prospects concerns and you value their opinion. Then address the concern with the rebuttals that you have rehearsed, pre-programmed, studied, and believe that will eliminate your prospects concerns. You firmly believe their issues will be solved. A high belief level creates passion in your product.

Step 5 - Get Full Agreement. After you respond in step 4, get a confirmation from the prospect that you have fully addressed their concerns. Make sure they are happy with your responses and their concerns. If reservations still exist by your prospect, back up and fully address their concerns again before moving forward. Find out what's really bothering them, then address it. Then get full 100% agreement on the benefit to your prospect.