Objections reveal the road to success
Sticky points are your glue!
Out of frustration, a reader of my book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, wrote about her worrisome career path. Not only is “Jennifer” looking for work but she has no experience. She is working toward a credential but needs valid work experience to finalize her degree.
Getting to know your prospects and clients is the first step, so I asked Jennifer a series of questions to provide a clearer understanding of her situation. Her immediate response revealed a clearly stated objection received from a few companies. Upon asking for an apprenticeship, they uniformly replied back, that once Jennifer gets some experience she will leave them in search of a better job.
From a sales perspective the objection is the entry point for turning a poor situation around into a better outcome. The first step in doing so is to agree with the objection. It might sound similar to, “You are right to be worried about my seeking work after the apprenticeship is over.” The second step is to now put a new frame on the dreary picture in order to paint a bighter outcome. “However, as the apprenticeship winds down, I will be happy to negotiate a package. Your benefit will be having trained me to perfection so therefore you will be happy with my productivity. And with a good package, I will be happy to remain”
The odds increase in your favor that the company will begin to listen to your offer of apprenticeship. No matter what the objection is, and whether you are after a job or a sale, you must address it head on and turn the objection into a benefit for all. Once you become comfortable with the process, you will see a far greater likelihood of getting the job or the sale. As confidence builds, you enjoy the Smooth Sale!
Announcement: My 20 minute powerpoint presentation for job seekers is posted at www.AmericaHires360.com today and is free of charge. It will only be featured on the site for one week.
For more sales information, read: Nice Girls DO Get the Sale: Relationship Building That Gets Results.
