Have you ever been in this situation? You’ve given a great presentation to a prospective client and are feeling pretty sure they’ll be making a booking, or placing an order very soon. So when they say “I need to think about this” or “You’re too expensive” or “I already have a supplier” - your heart sinks right down to your boots doesn’t it?
Actually, this is a good sign so don’t give up hope just yet! When you hear objections from prospective clients, it means that, although they could be interested, they still have some unanswered questions.
What it also means is that you’ve missed out a vital part of the preparation you should have done before the meeting. Here’s how you can be ready for those heart-sink questions:
- What are the most common objections you’ve come across so far in your business? Write them down. What other concerns might your prospective clients have? Write them down too.
- Now note down your answers to each one, based on the benefits and results your products or services provide. Every business owner or sales person needs to do this exercise before they start making appointments to call. Keep your notes for future reference.
- You can minimise objections and concerns by raising them yourself first. For example, you can include your answers in your marketing materials and on your website.
- During your initial conversations with a prospect, ask questions to find out what their concerns are, so you can address them straight away.
- Check if anyone else needs to be part of the buying decision so they can be included from the beginning, and you can prepare answers to their questions too.
(get more tips like this by downloading the free recording of my teleclass “7 Keys to Confident Selling”)
Don’t be caught out by objections, be ready for them! What tips would you add?
|
Share This Content
|
Subscribe to Updates
|
[...] Given the full amount of time they may well come back with additional questions and perhaps some objections, which you’ll need to have prepared [...]