Be Prepared To Handle .mon

Sales-Training This is one of those practices that truly distinguish the .mitted, professional sales people from those who arent that interested. Thats because it takes time and effort to be.e well prepared at anything, much less objections. Those who are serious and .mitted put in the time to prepare themselves through attending b2b sales training seminar to learn the right sales questions, while those who arent, dont. To keep it simple, lets define an objection this way: You make an offer to a customer or prospect which calls for him to .mit to some action, and the customer replies with something other than yes. So, for example, you say something like this to the customer: Want to get together next Tuesday? and the customer says, Thats not going to work. Or, maybe you say, Shall we go ahead with the project? and the customer says, No. Both of these are examples of something other than yes or, in other words, objections. Being well prepared to handle them means two things: One, you are prepared, behaviorally, to finesse the person, and, two, you are prepared, intellectually, to handle the idea expressed. In my seminars, I like to simplify this to: Finesse the person, and then handle the idea. Being prepared behaviorally means that you, through your behavior, regularly take the tension out of the situation, empathize with the customer, and probe for a deeper layer of meaning. Our natural response, when we hear an objection is either to be.e flustered, or to be.e aggressive and argumentative. Neither one is effective. Instead, we need to make the customer feel .fortable, and then understand the reason behind the objection. This is a simple to understand, three-step process. I dont have time to go into it here, but the process is amply described in a number of my other works. Once weve made the customer feel .fortable (finessing the person), then we move on to preparing intellectually or, handling the idea. Some time ago, I came across some research that indicated that if you were prepared to handle the five most .mon objections you hear, that you will be prepared to handle about 90 percent of the your customers negative .ments. In other words, 90 percent of the objections you hear will invariable sort themselves into five classifications. Prepare for those five, and youll be equipped to respond to almost anything. Preparing for those five objections takes several steps: 1. Identify the objections. Give a title and an example of each of the five, so that youll know it when you hear it. 2. Think about, and outline, how you would respond to that idea. What would you say? How would you say it? I re.mend a one-page, five or six line outline. You dont need to memorize a response, although in some cases that is an effective tactic. You should, however, think specifically about how you would respond, and you should do that thinking when you are not in the heat of the situation. 3. Collect proof. Proof is any example of someone other than yourself or your .pany saying something which in some way supports your point of view, i.e. articles about your .pany or product, independent studies, letters of re.mendation, etc. Preparation means that you have collected this proof, and that you have it with you in anticipation of the objection. When you have created a one-page document with each of these pieces on it for the five most .mon objections youll hear, and youve reviewed this work and have it in the top of your mind, ready to refer to when necessary, you are prepared to handle objections. About the Author: 相关的主题文章: