About working with objections
The audience young and not so young employees of different sales departments, gathered in the meeting room to listen to the speaker invited to talk about “working with objections”:
A professional salesperson
the consultant began his speech about “working with objections,” “welcomes objections, because they indirectly indicate the client’s interest. The more objections you receive, the easier it will be for you to conduct a dialogue with him about the sale…”
We will always cheapen those people who use e-mail data and country wise email marketing list do bad things to the country. It is our job to work with e-mail data. We work with different countries and email data. Because as email subscribers, we give them up because they’re so useful. We are very happy to work with different countries and emails.
The audience was surprised, but they took notes on this statement. During the break, I approached the speaker:
– Excuse me, do you believe in what you just talked about here?
– About what, excuse me?
That the more objections the easier it is to sell
Yes, if I didn’t believe it, I wouldn’t teach it to others
I was puzzled. Obviously, the consultant and I had completely opposite opinions about objection management. It would have been easier to just give up on the discussion of opinions, but the consultant was so kind that he invited me to a dialogue and asked me to rephrase the question. I began:
– Tell me, you were a successful salesperson for several years, weren’t you?
– Yes, – he answered proudly, but not arrogantly, – I worked for the company for five years and for the last three years I was a member of the “Best Salesmen Club”.
– I see! Remember your past sales experience. Five years ago, as a newbie, did you receive more or fewer objections than now?
The consultant thought for a minute…
– Of course, more. It’s logical, I knew less.
– During these first two years, when you constantly seo promotion: reputation work and its importance for business encountered objections, did you have good sales figures?!
– No, – there was discontent in his intonation.
– That is, after two years of mistakes and gaining experience, you began to work much better?
– Yes, that year I first got into the “Best Sellers Club”.
– And what about complaints and objections? Judging by your words (“I knew less”), the greatest number of them, as well as the most obvious objections to your spectacular failures, occurred precisely in the first two years of work.
I fell silent, allowing the consultant to sip tea and formulate his objection to the obvious
more objections from the client – this is when the seller is less prepared for the deal.
After thinking for a while, the consultant replied: “You are right, I remember that I received the most objections in the first unsuccessful years.”
I could not help but admire him. The overwhelming majority of people in his situation have an amazing ability – to reject undesirable arguments, continuing to persist in their opinion. Most consultants would avoid continuing the conversation, continuing to defend their original position. However, it was time to get back to the training, so there was no time to finish the conversation with the consultant about working with objections. If I had more time, I would have told him that:
Objection management is a less important skill than most trainings claim;
Objections contrary to popular belief
are most often caused by the seller’s reasons, not the buyer’s;
In an average sales team, there are usually several who receive ten times more objections per sales hour than any of the members of this team. These are newcomers to the profession, who do not know the product and their potential buyer well;
Experienced salespeople receive little negativity from clients, not at all because they are “armed with sales scripts” and know how to prevent objections in time, but because working with objections begins not during negotiations, but before they begin – during the period of studying the company’s goods and services, on the Internet, in search of all the complete information about the client.
That the sale needs to be prepared is written here. And the work with the objection itself begins before the negotiations begin!
If your product or service is really good, it should sell itself. Is it? And if so, how and when? We want the customer to go buy the product, pay the bills, and have sales flow “like clockwork.” But how can we be successful and still have passive sales?
Managers are constantly told that we must be extremely active in marketing and sales. However, there is a belief that…
“If you produce a product or service that exceeds your customers’ expectations, it will sell itself to a greater extent (this is true within reason).”
While I don’t think that anything ever sells itself
I’d like to believe… Something close to what was said a complete list of unit phone numbers was once formulated by Gregory Burns, a psychiatrist and philosopher, in his book “Iconoclast: A Neuroscientist Reveals How To Think Differently”:
“A person can have the greatest idea in the world … but if the person can’t convince enough other people of it, it doesn’t matter.”
This is also true for sales efforts and marketing, because convincing “enough other people” is a marketing task. Yes, the main task of marketing is to make sales efforts unnecessary.
However, the most important element of marketing is not sales at all. If marketing has accurately identified consumer needs, developed a product that meets these needs and sets an appropriate price for it, and established a distribution system, then such a product will most likely sell itself.
Would you like to tell me about how the conclusion is formulated in the heads of business owners that: “marketing does not work in their company, or even more: Marketing – is this some kind of bullshit?
