Attract the Right Job or Clientele: How to Successfully Object to Sales Objections
Let’s face it, almost daily someone is objecting to something we did incorrectly. In the sales profession and career hunt, objections may be heard multiple times throughout the day. Coping mechanisms, strategy, and a sense of humor all work to help alleviate the stress.
Your smile and an inquisitive mind are your best tools for overcoming objections.
My Story
In honor of tomorrow’s Thanksgiving Holiday, I’m giving thanks to Alice Heiman and team for bringing a smile to my face. She asked three of us, Barbara Giamanco, Shawn Karol Sandy, and I, to reveal how we each moved past memorable sales objections.
The one that came to mind first brought a big smile to my face. Upon being yelled at that my company would never be welcome again, I immediately thought, “Oh no, my new job and now I have to go find another?!”
You may click here to read the three stories. Reviewing the worst of all of the objections encountered in my sales career, I held a unique approach for moving past them to gain the sale.
Inquisitive Mind
Telephoning to ask for an appointment:
Would you like to meet another vendor for comparison sake and to put a face with a name?
In meetings:
Tell me why you aren’t interested, I’d like to know your previous experience to have a better understanding. The immediate answer was followed up with, “What if…?” This line of questioning produced highly informative conversations. Most often, it also built credibility and trust along with the path to the sale.
Kindness
Cold-calling pre-911 had me providing miniature candy bars to all gatekeepers. The requested contact information for the right decision-maker always became mine.
Humor
Humor is my all-time favorite entry into accounts. At my last sales job, and exhausted from all-day cold-calling to get started, I tried an experiment. Once per month, for three months in a row, I sent funny flyers and captions that provided a compelling reason to let me visit. For example, one flyer pictured a woman floating in a swimming pool. The caption read, “Keep your business afloat, let’s arrange a meeting.” After sending the third comical flyer, I called each prospective company always to be invited in.
Your Story
Review the methods you use for overcoming objections. I have witnessed people going about them the worst way possible:
Denying the truth of the objection
Arguing that the prospect is completely wrong
Anger sets in and prevents revisiting the prospective client ever again
Look upon objections as small negotiations. As a reminder, when a negotiation is required, the best course is to smile and remain emotionally unattached. In this way, an honest dialogue and seeking a deeper understanding are the better routes to be taken. Most often everyone appreciates this approach and gives way to moving forward.
Sales Tips
- Try to understand the objection from multiple angles Inquire about reasons for the objection
- Ask about previous experiences regarding the topic
- Clarify all elements of the issue before attempting to resolve
- Ask if when all is resolved, will they be willing to move forward.
- Provide an example of how another client overcame a similar issue to find satisfaction
- Ask if the example provided motivates a similar solution
- Gain agreement on the modifications that need to be in place
- Recap everything discussed to get approval for moving forward
- Offer to provide a formal proposal and schedule a return meeting.
- Thank everyone involved for providing you with the sale.
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
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