Sales objections, price objections, etc..a simple solution
So many objections, so many solutions
Why are we always confronted with so many objections that stall the sale? And when we are, they become very difficult to resolve. There are many ways to confront objections and everyone often has their own “manipulative” techniques to counter….
“If I can do that price do we have deal?”
“Is that the only thing holding back?”
“What do I need to do to earn your business?”
“If I can offer a solution would you be willing to buy today?”
How well do these objection handlers really work?
Very often objections are based around price. When you reach a price objection, here is a tip:
“Is it a budget issue?” (can you afford it?)
or
“Do you see value in the solution?” (to discover if they are objecting on value not on price)
From there you have an idea where you stand. This advice is valuable in its time and place, but why reach this position in the first place? If you had done your work earlier, chances are this won’t happen.
The value of transparency in dealing with sales objections
As part of your build-up to the sale, prior to any objections (and as a tool during your objections) , if you are completely open you probably won’t encounter these objections in the first place and will be able to resolve them when they arise.
Buying is based on emotion. After the initial assessment of you and your products (which is a very rational approach) people tend to buy on emotion (non-rational) from people that they trust.
One way to build trust is through transparency. Transparency throughout. Before. During. After.
dictionary.com defines transparency as “a state of being transparent” and transparent is defined as:
Having the property of transmitting rays of light through its substance so that bodies situated beyond or behind can be distinctly seen
Easily seen through, recognised or detected
Manifest; obvious: example is “a story with a transparent plot”
Open; frank; candid: example is “the man’s transparent earnestness”
If you are not transparent in your actions, the buyer starts questioning your motives. Once the buyer questions your motives, she starts to fear you and what you are doing. And when fear sets in, what happens? Objections.
How do we conduct transparency?
Easy. Sharing. Sharing information with the buyer lowers suspicion because it encourages collaboration and openness, and this will bring out any objections earlier in the sale. Yes it appears to be risky, and risk causes you fear. Take that risk and get over the fear, because it certainly is easier to control your fear than the buyer’s.
Taking the initial risk is tough, but worth it. It will lead you into a more powerful, trusting relationship and may even help you get that sale…. and more.
(for a great article on handling price objections, see Meeting Price Objections from Trust by Charles H. Green, Trusted Advisor Associates)
Trip Allen, Team Egyii, Singapore
Tags: Communication Skills, Financial Services Sales, Sales, Selling Skills
