B. Excuses (disguised as objections)
What could be the difference?
Objections pertain to real questions, problems, misunderstandings, point of views and perceptions with the product or service we’re also selling, from your prospect. Once you have those objections through the customer, then YOU KNOW that there’s a real possible opportunity to have a potential client or there’s NOT an opportunity, if your objection how the customer has reflects an actuality that your products or solution cannot satisfy.
Let me explain to you a real-life example from my own, personal experience.
When I was selling Telephone Cards around the Greek Islands, I heard all form of different objections. By doing this job daily for years, I got the knowledge to be able to distinguish the important objections on the false ones.
Once I was with a Minimarket about the island of iOS, a well-located spot where a great deal of tourists passed by daily. The owner of ecommerce, an intelligent young entrepreneur, although he understood some great benefits of my product, said this: “I be aware of the USP (Unique Selling Point) of your respective product, however, I am not planning on buying it because, the Mini Market opposite is belonging to my brother-in-law, and the man sells similar products, and I shouldn’t compete him.” This statement of his was as honest as it might be and I think there isn’t a point wanting to convince him anymore because his argument is indeed a argument.
Furthermore, something else that often happened for me was that this guy I was speaking with, didn’t admit his insufficient authority about the business. So often when I saw a 21-year-old, behind the amount of money machine claiming he was this company owner and saying no thank you to the item, I suspected he was lying, so I paid a trip during rush time and energy to meet and talk to the actual manager.
On additional hand, False Objections (Excuses) have been demonstrated for several reasons and have absolutely nothing to do with your service or product but hide other reasons behind. Those reasons could be, politeness, not enough trust, financial reasons, authority reasons, and in some cases timing reasons.
Maybe the candidate likes your products or services but don’t even have the money to purchase it and is also ashamed to inform you so.
Maybe the possibility is not the choice maker.
Maybe the possibility did a study and found precisely the same or a similar merchandise that is cheaper and does not explain to you that for reasons of politeness.
Maybe the outlook is prejudiced of the ethnic background or as they had a negative experience from people in the same background when you in the past.
Maybe although he likes your service or solution, his social environment doesn’t.
Maybe it isn’t the right timing for the candidate.
What would you do?
Let’s go ahead and take above examples and attempt to find a solution which will clear the situation, address the matter and attempt to close the sale.
If you think which the prospect don’t even have the money to get the creation that you are selling, talk about if now will be the right time for it to purchase it or if maybe down the road when it’s likely to be more mature. In that way, you retain the door open , nor push for the answer the possibility does not desire to give you anyway.
Always find out should the prospect may be the decision maker. If you might be selling B2B, ask directly, “Are you your choice maker?” Now if you happen to be selling B2C, some of the decision maker will not be the person that you are speaking to. When I was selling time-sharing, we always invited couples making it them the presentation individuals service. The salespeople that achieved developing a good rapport using the couple rather than individually while using husband and the wife were people who made the sale. The mistake a large number of colleagues made was how they gave almost all their effort towards the husband by thinking he was your decision-maker and ignored the wife. So when deciding time came, anf the husband said yes, you know what the wife said…
Do you think that that may be the case? Then address it directly because maybe the chance is assuming by comparing oranges to apples. Or even better prevent the candidate from coming over to this assumption by explaining ahead of time that your goods and services is different from that within your competitors determined by specific reasons you are aware.
Prejudiced can be a human reality, and although it’s obviously wrong, it possesses a logic. Coming through the most corrupt country in the European Union, I know the way in which it feels on your integrity being questioned because from the faults of others. You can do 2 things. First be yourself while you are and also be as honest because you can be, not merely with your prospects though with yourself likewise. Do not tolerate i really enjoy seeing (politeness, fear… ) your integrity being questioned. If you do so, you then give ground with their accusations. Secondly, address the difficulty directly by way of example: “Sir, I understand that you a bad knowledge about XXXXX in past times, but I am insisting because I know I can offer value to you personally. It’s your call to make use of this opportunity and take this decision now. ”
If his Social Environment isn’t going to like the item while he does, find top reasons to explain to him why he should purchase it anyways. Address the issue directly, tell him why it’s not necessarily going to contain the effect on him which he thinks it’s likely to have, reveal to him why it is planning to increase his prestige or how he’ll hide the merchandise if it isn’t case, you understand… that’s why you happen to be a salesperson.
This is usually a very common answer why people decline. See in the event the situation may be the right situation, it’s easy, nevertheless for many people just isn’t as self to comprehend as we think.