If You Don't Ask For The Order, You Will Never Make A Sale

Hi my friends,

How have you been the last week? In the pink of health? Great!

I couldn’t post any the whole week.

Reason?

Hospitalization.

Hospitalization is brutally expensive. I experienced that last week. My

mother was admitted in the ICU with head injury.

Let’s get back to why we are here.

And we are here to share how to help buyers buy from me/us.

It was very enjoyable sharing a few days back the previous article, "To Get More Sales Orders, Ask These Questions" because we learned a lot about why people buy or don't buy from us. In fact, we should welcome objections from buyers. We should also discover when and why buyers object, several types of objections salespeople have to deal with, and how to deal with their objections..

Here we go:

It is time to deal with the objection from the buyer. It is important to remember that most objections from buyers are a way for them to get more information. Your job is to answer their questions so that you can close the deal.

In this post on how to deal with buyer objections, we'll look at:

1. When should we respond to customer objections?

2. How to deal with objections from buyers. This is the second step.

3. Ways to deal with objections from customers.

4. What should you do after a buyer says no?

To figure out when to answer an objection, salespeople need to think first about the type of objection. You need to know why the question was asked, how the buyer is feeling, and how you're going to present your idea. When you think about these things, you might answer the objection right away, foresee and avoid it, postpone it, or not answer it at all.

Immediately

People should try to answer almost all questions right away when they're asked. A sincere response to an objection shows that you are professional and that you respect the buyer's point of view. As a bonus, it shows you care and that you listen.

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Prepare for and Prevent

One way to deal with objections is to think about them and write them into your presentation. That way, if a buyer comes up with an objection you knew about, you can use one of the ten ways we'll talk about later in this article to deal with it.

Postpone

The fourth way to deal with an objection is to put it off for a while. There are times when it makes sense to put off making an objection. Make sure that if you put off dealing with an objection, you don't forget about it when you get back to it. Make sure you deal with it later on in your presentation, or you might forget.

No one likes it more when the salesperson says, "I'll get to that in a minute." Then the person doesn't remember to answer or deal with the question or objection.

No, Don't Answer an Excuse!

Sometimes, a buyer's objection is just a way for them to get out of having to pay for something. Most of the time, the excuse objection isn't very important, and it's just there to stop you from giving your presentation and making your point. With time, you'll be able to tell when people are using excuse objections. As soon as you answer a question, you'll find out if it's an excuse if the buyer comes up with another excuse. Avoid giving an excuse.

Then, be careful! if the buyer comes up with the same excuse again, it's best to treat it as if it were a real objection.

Steps to Take When a Buyer Has a Doubt

After we figure out how to deal with the objection, let's look at a 6-step process for dealing with it.

1. Listen to what the buyer has to say about their needs.

Bite your lip and keep your mouth shut at first. The most important thing you can do to solve a buyer's objection is to listen to them. Make sure you hear what they say and how they say it.

An objection is almost always a request for more information, so pay attention to what the buyer says to you. Then you'll be able to answer.

2. Make sure you understand what you hear.

Next, make sure you understand the buyer's objection by making sure what you heard is what he or she meant to say! Rephrase the Objection is a good way to do that.

Make sure you get it right the first time around. Or ask the buyer to explain if you didn't get it at first. Tell them, "I'm sorry I don't understand. Please tell me again what you care about.

"Other than that, are there any other reasons that you don't want to buy right now?"

3. Take into account the buyer's point of view.

They deserve to be treated with respect, most of the time. As soon as you hear the buyer's objection, acknowledge it, listen carefully, and take responsibility for any miscommunication or lack of clarity that you have caused. "I get what you're going through," or "I appreciate you taking the time to care about me."

This way, you show that you are professional and that you want to help the buyer solve their problem.

4. Decide how to deal with the objections that come up.

This is the next step. You need to decide how to deal with the buyer's complaint. In the next part, we'll talk about ten common ways to deal with objections. Then, think about:

• Whether this person has raised this issue earlier.

• At what point in the presentation are you? Are you just starting, in the middle, or about to close it out? •

• The buyer's way of behaving, as well. The buyer's behavioural style can be found here. Is the buyer friendly, an analyst, a driver, or an expressive person?

• What kind of mood is the buyer in?

• What did the buyer say?

5. Answer the Question

It's time to answer the buyer's question. Be honest, respectful, and short. The best way to answer the question quickly is to think about the buyer's behavior style. Then, the next step is moving on to the end of the case.

6. Make a Test Close.

The last thing to do when you deal with an objection is to try to close the deal on your own. To learn more about the trial close, see "How to Leverage the Trial Close in Your Ultimate Sales Presentation."

How to Deal with Buyer Objections

As soon as you know what the buyer isn't happy about, you have to do something to fix it! Here are 10 ways to deal with a buyer's objection. Some of these you will use on their own, while others may be used together.

1. Don't answer the Objection.

You can use the sidestepping technique to emphasize a key point when you want to make sure people remember it. It's called sidestep because the salesperson doesn't deny, answer, or ignore the objection. Instead, he or she sidesteps it for a second.

If the buyer says things like "Your price is too high" or "We can't afford that," the salesperson might say, "Before you decide to buy, let me show you how much this product is worth."

Before you make a decision, the salesperson says, "Before you buy." Then, the salesperson emphasizes a benefit that is directly related to the objection.

The sidestepping is a great way to deal with objections when you're also using another technique like the rephrase, postpone, or the boomerang.

2. If There is Little Sense in the Objection.

Use the "pass up" method if you think the buyer's objection is not important or is just an excuse for them not to buy something.

As an example, if the buyer says, "I don't need your product," you could respond by focusing on what the customer will get from your product. If I could show you how this product would save you 20% on your finished product inventory costs, would you be interested? This is an example.

Using the pass up technique is important because you don't want to make the buyer feel like they have to be on their guard. Do not just say, "Why not?" to the buyer or ignore their objection.

3. Change the Objection.

Restating the buyer’s question is one of my favorite things to do. In my opinion, it is one of the best ways to deal with objections.

When you use the rephrase technique, you change the buyer's objection into a question. When you rephrase a buyer's objection, you acknowledge the buyer's objection, and you show that you understand the objection.

"I can't buy anything right now." End of month: "We have stock." The salesperson changes the objection into a question. It makes sense to me. You're worried that you won't be able to get your order until after you've sold all of your goods. Is that correct?

There is a lot to like about the rephrase because it makes it easy for the salesperson to add a trial at the end of the rephrased objection. Close: "Is that right?" is how this case ends.

4. Put off the Objection.

In a presentation, it is not unusual for a buyer to start before you do. They may ask questions you will later address, or they may raise objections you will also address in the presentation. If this happens, the postpone is a great way to put off dealing with the objection until you're ready to do so.

To show you how this might work, say the buyer asks, "What's your price?" a salesperson says, "I'm glad you asked this, and I know that price is important to you." I'll be there for you. I'll talk about prices in a second.

In your presentation, when you get to the part about the buyer's question that was put off, make sure to mention it.

"A few minutes ago, you asked about the price." To start, let's look into the pricing question right now.

The main benefit of the postpone technique is that you don't let the buyer stop or slow down your presentation. You just put off answering their questions until a time in your presentation when it makes sense to do so.

5.You should "boomerang the objection."

The boomerang technique accepts the premise of the objection, but then gives it back to the buyer as a good thing that will help them buy. There will be times when a customer doesn't like something about your product or service that is actually a good thing. Because you accept the premise of their complaint, you then pass it on to the buyer as a good thing that they can use.

I can imagine that when Tylenol first put safety caps on their bottles, someone said, "I don't like these new bottles! Getting the caps off is too hard.

"I'm glad you noticed the caps," the Tylenol sales person would say. We made them so that kids couldn't accidentally open them and take the medicine.

Like the rephrase, the boomerang technique is a great way to follow with a trial close. The salesperson might say, "Isn't that a great way to protect children?"

6.How do I know if I'm right?

In sales, one of the most important things you can do when you get an objection is to make sure you fully understand it. The best way to do that is to ask the buyer a series of questions that they can answer in any way they want.

"I don't think this car is as good as the one I saw yesterday." The salesperson says, "Yes, I see." Please tell me about the car you saw yesterday.

Because of this, the salesperson asks more open-ended questions until the real reason why they aren't buying is clear, then they stop. Once you understand the objection, you use another of the objection handling techniques to deal with it.

7. Refute the Buyer's Objection

Occasionally, a buyer will make a complaint because they don't have enough or the information isn't correct. In this case, you might want to say right away that you don't like the idea. A direct denial, on the other hand, should be handled with politeness and tact. It should be done with facts and logic, though.

In a direct denial, you should first say that you understand why the buyer doesn't want to buy, then give them complete or correct information.

Suppose a buyer says, "I don't want your copy machine because my paper supplier says your machines don't work very well. I'm not interested." The salesperson says, "I know how important it is for you to have a good copy machine in your office." I'm afraid your paper supplier doesn't know everything there is to know about how well our copiers work.

After the objection is tactfully denied, the salesperson will go on to give the buyer the correct information. This is what they will do next.

8. Deny the Objection in a Different Way

People use indirect denials to be softer, or even more tactful, than people use direct denials to say no. The buyer's objection is taken into account in the indirect denial. Then, the seller denies the objection.

If someone says "yes, but," or "I agree," that's a way to say they don't agree. Do you agree with what I said? Here is the correct answer.

For example, a customer says your price is higher than that of a competitor. You say, "I agree that our prices are higher than our competitors, but our products are made to exacting standards that will last for years without any problems." Do you care about trouble-free use?

It works well when the buyer's objection is true, but their objection is based on incomplete or wrong information. During this case, you agree with the objection and then give the correct information. Then, you move on to close the case.

9. Balance the Objection

There will be times when a buyer's objection is true and needs to be balanced by a benefit that makes up for it. The counterbalance technique is one of my favorites when I'm selling high-priced goods and the buyer says they don't like the price.

For example, the buyer says, "Your frying oil price is 20% more than the private label product I buy." The salesperson says, "You're right, our prices are higher than your own brand." It costs less money to use our frying oil because it lasts longer in the fryer and doesn't break down, so it saves you money. So food looks and tastes better because it doesn't taste oily. Is it important to you to save money and eat better food?

The salesperson accepts the factual part of the objection, but he or she counterbalances it with benefits that make up for the objection. As with other techniques, the counterbalance method works well with a trial close.

10. Third-party Proof

There are times when your answer to an objection doesn't work. Using the third-party proof method can save the day when this is the case.

As someone who has looked at sales ads, you've likely seen third-party proof statements in action. They show people who have been happy with the service and write glowing reviews in the middle of the sales page. Then, you see a chart of data that shows a study that backs up the claims in the ad. Finally, at the bottom of the sales page is a big "money back, send it back" promise.

Testimonials, research data, and guarantees are all common ways to show that someone else agrees with you.

You can use them in your presentation in the same way that you used them to back up your answer to a buyer's question.

There are many people who say they don't think they will save money with a solar system. The salesperson responds with data from the local utility company and stories from customers who are happy. They also give them a list of two or three neighbours who are very happy with their solar power systems down the street.

Now that you know how to use the ten objection handling techniques, what's next? After the buyer's objection is dealt with, what do you do next?

What comes next?

Remember that as a professional salesperson, you look at a buyer's objection as a request for more information because the customer is interested and engaged in what you have to say. You deal with the objection in a professional way, and then it's time to move on with your speech. Or isn't?

1. The Trial will be closed at this time.

To get the buyer to agree that you have answered their question well, you need to show them that you did a good job. The best and most natural way to do that is to close a case with a trail.

Once you have dealt with the objection, you need to make sure that you have answered the buyer's objection with a trial close. When someone says something, you should not be in a hurry to finish your presentation and move on without using a trial close after every one. So don't hurry!

2. Then, start where you left off.

When you've made sure that the objection has been dealt with with a trial close, the next thing to do is move back into your presentation. It can be as simple as saying, "OK, let's keep going then." I'm glad you asked, because that was a great question. "Now, as I was talking about (and keep going where you left off)," says the author.

3. Close the Sale

There was a problem with your presentation when you were done. You should try to close the deal with a trial sale and move on to the next step. In the next article, we'll talk about how to close the deal. For now, remember to use your trial close, sum up key benefits, and ask for the order!

4. No Product Will Ever Satisfy Everyone

Every professional salesperson comes to the end of their presentation and hears an objection that they can't answer. I have been there. It will happen to you. You can't make your product work for everyone who wants to buy it.

In this case, don't be afraid to close the deal and ask for the order. You never know. You might still be able to sell the thing.

One thing is for sure: To make the sale, you must ask for the order.

If you need any help, don’t wait: tell me your concern at

[email protected]

See you shortly in the next post.

Your partner in progress,

Binay

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