How do you reply to a sales objection? Confident sale people can experience great financial benefits for themselves and the companies they work for. One of the most important skills you need as a sales person is to know how to answer objections. We are all being sold to each day so the resistance to buy can be pretty high when you start engaging your client.
In his new book, 32 Sales Objections Easily Countered, Stepp Stevens Sydnor takes the guess work out of countering objections. Objections and rejections are a part of the sales process but what do you do when you don’t know quite how to respond to them?
Not knowing the answer to sales objections can leave you feeling insecure and unprepared.
Here are some of the most common objections:
“I tried your product but it didn’t work.”
“Let me check with my/partner/husband/wife.”
“I don’t like your manager.”
Sydnor not only gives replies to these objections but he explains the power of two of the most confidence boosting skills connected with sales and that’s asking the right questions and listening intently for the response of your prospect.
Sometimes the real reason they won’t buy is hidden in the objection. The prospect may say that they need guaranteed results, but what they really mean that they don’t want to look bad in front of the boss or maybe they made poor choices in the past and can’t afford a repeat performance.
Confidence grows when you know your job and how to leap over obstacles. Keep adding skills and tools like the book 32 Sales Objections Easily Countered to your belt so that you can be as successful as you want to be in your sales position.