Fri 22 Dec 2006
As a former salesperson, I can attest to the fact that hearing the word no (an objection) used to get me all worked up. If you're new to business, you may feel that this little word could be a major setback to your sales — it can even feel intimidating or threatening! But this is just one way of looking at it. A little change in your attitude (like I did) can help you view objections in a new light!
An objection can be regarded as a positive feedback, and a chance to improve your product or service. While one part of your mind may say, “we're doomed”, another could say, hmmm...so how do we rectify the problem?”
Besides, customers may disguise their inquiries and apprehensions about the product or service in the form of objections. If that were the case, it would be best to listen to exactly what your customer has to say, and fix whatever needs to be fixed. This is a two-step procedure:
1. Figure out the Objection
First, the actual reason behind the objection has to be determined. Cross-examine the objection by asking questions like what factors were taken into account, what the reasons for objecting are, and what expectations are to be fulfilled. However, keep in mind that sometimes people may also feign objections. Once the validity of the objection is confirmed, you can start working on it.
Resolve the Objection
Now that you have the objection in sight, start working out solutions to resolve it. Think of methods that are effective and innovative. Work diligently on the problem and find out how to solve it creatively .
The key is to not think of an objection as a 'no'. What it really is, is the first step to your customer saying 'Yes!'