“The more they talk, the more comfortable they will feel with you and the more they will learn, you will learn about their concerns that they have. ” – Liz Wendling in today’s Tip 277
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Liz Wendling. Liz is a nationally recognized business and sales consultant and the author of 6 books. Liz shows professionals how to make a profound difference in the way they sell and communicate both online and offline. Here she is:
Liz Wending: Some of the most common objections that you will hear in your business are: Your fees are too high. It’s not in the budget. I’m going to have to think this over. Now’s not the right time to invest. There’s too much on my plate right now and I don’t have the finances. Our committee would like to wait until we can budget for this. Well, this may come as a big surprise. When a potential client objects to price, it’s almost never about the price. It’s almost never about the money. It’s actually a blaring symptom of a much bigger issue in your sales process. Potential clients are afraid to part with their money. Money equals security. And it doesn’t matter if you’re asking them to part with $19, $1,900 or $19,000 people are happy to spend their money when they see there’s more value in having your product or service than in keeping their money. So when you hear a money objection, realize that there’s something below the surface of that objection and it’s your job to find out what that is. It’s your job to educate them past their objection and help them remove this barrier. When a potential client voices an objection of any kind, most of the time they’re telling you that they’re interested, but there’s something standing in the way of them saying yes. Objections may arise from a client who wants their doubts reduced or needs further information or reassurance about some certain points in the sales conversation. People don’t ask questions and have objections unless they’re considering you for your services. View the objection as a request for more information or that it’s a prospect’s concern or fear. So when a client States a concern, remember to never interrupt them and never attempt to go in and overcome the objection. The more they talk, the more comfortable they will feel with you and the more they will learn, you will learn about their concerns that they have. So make it a point to never disagree or try to overcome that objection with a snappy answer because that will only alienate the client from proving you think that he or she is wrong. You may win the war of words, but you will lose the business. Show your client that you have no intention of becoming defensive or argumentative and that you’re just trying to walk through the objection that they voiced. They need to know that they have been heard. You want to respect their point of view, and it’s safe to be open and honest to share concerns. So the next time you hear an objection, ask yourself why did it surface in the first place and did I do a good job discussing value because of potential clients can see the value they can’t see themselves buying from you.
Scott Ingram: As always we’ve got more links for at DailySales.Tips/277. One of those links will take you to a free audio program where Liz will show you how to transform your sales language and change your sales results.
Thanks for listening and be sure to stop by tomorrow for another great sales tip.