Overcome Objections by Changing their Reference

Any objections is based on a comparison.

Your prospect is comparing your solution (or offer) to another or even to not doing anything at all.

In doing so your prospect is evaluating the pros and cons of making a change.

One of the tools to help overcoming sales objections is to change the focus of what they are evaluating.

To quote Rob Brown from the UK.

What you do is ask a question that highlights major benefits while it dwarfs their more minor, trivial objections.

Interesting idea but I do not like some of the language used in his example.

To read Rob's full post click here.

Understanding Why Sales Objections Occur

Many sales people do not take the time to look for patterns in the sales objections that they get.

If you do take a look and notice that the same objections keep coming up, even in very different situations then you need to ask yourself if YOU are the one creating the objection.

That's what the following quote is saying

An essential step in trying to overcome a sales objection is to understand what caused it in the first place. Knowing that may allow us to avoid it, or, at least, help us to design better rebuttals. If our behavior earlier in the sales process caused the objection, learning to change that behavior will help us acquire more business.

To read the full post you can go here.

There are Only Four Basic Sales Objections ?

Some sales trainers would say that there are only four basic sales objections.

Interestingly, they do not all agree on what those four objections are.

All customer objections to your sales offer can be classified under four broad areas: No Trust; No Need; No Help; No Satisfaction. If you know how to respond to these four concerns, you can answer virtually any objection.

says Chris LaPara of CoachUp

You can read the ful article about The Four Basic Objections here.

Sales Objections - Could the Golden Rule be Wrong ?

In Terms of Overcoming Sales Objections we were often taught to obey the Golden Rule.

(Hopefully you know what that is?)

However, as 

Ales Orlic says in his blogpost

We all know the golden rule. Do unto others as you would have them do unto you. Isn't that what we have been told all of our lives? When we are dealing with common sales objections from our customers, it would be good to look at the golden rule, but maybe not in the way we were taught when we were kids.

You can read the full post on The Golden Rule and Sales Objections here. 

Jun 18, Thinking of Dealing with Objections

Jun 18, Thinking of Dealing with Objections

via Persuasion Techniques Blog on 6/18/10

I heard a salesman talking the other night. He said he thought of his ability to handle sales objections as his parachute. He hoped he never had to use it but if he did have to use a parachute he wanted the best and wanted it to be well maintained. I like the metaphor.