How to Seize a Buying Opportunity
Objection: A buying signal in which emotions are expressed in an effort to provide an opportunity to be overcome
People buy on emotion. Whether they are introverts or extroverts is immaterial, if emotions are not expressed, no purchase will be made. Just because not all people are vocal about their feelings does not mean they do not have them. It is the job of the salesperson to uncovering those emotions. But too often salespeople neglect to differentiate from emotions being uncovered to thoughts being expressed aloud.
Think of your own buying habits. When you’ve made a purchase, if you have not done so from the get go, but were waffling. What role did the salesperson play in that? It’s probably much larger than you think- consciously or subconsciously.
For instance, is there anything more annoying than when you say you are concerned about whether the service can be delivered and the salesperson lowers the price? Does that really entice you more to buy it? Or when the salesperson confuses you by answering a question you never asked? Objections happen in every step of the sales process. You must know how to address them.
In “Overcoming Objections, ” Todd outlines the step-by-step of process to objection handling. Todd answers the following questions:
- What is an objection?
- Why do people object?
- How do prospects think out loud?
- How do you incorporate the PREPPS method of overcoming objections?
- How do you differentiate between a statement, an objection, and a deal breaker?
- What are real objections versus salesperson objections?
- What is the role of silence in handling objections?
- How do your own buying habits correlate with your ability to overcome objections of others?
- What are the Top 10 Objections your salespeople find?
- What tools do you use, other than words to overcome objections?
Handouts: Objection Handling Script, Your Top 10 Objections, Role Plays