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How To Overcome Any Objection In Sales

Salespeople who know how to overcome any objection get paid the big bucks.

The problem is, overcoming objections is one of the hardest things to do in any industry.

Creating new revenue for your company, and closing a customer is never easy, and it gets harder the more expensive your product or service is.

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But what separates the good sales people from the ones who quit and go back to whatever they were doing before?

Are some people just built for sales while others are not?

Why can some sales people get over objection after objection, while others get rejection after rejection?

The answer; their sales process.

The best sales people have trained, developed, and went through deal after deal to learn how to overcome any objection, and it usually comes with time.

Some sales people quit before they learn how to do it, while others fail deal after deal till they figure it out.

The smart sales people, look for articles and training courses like this and shorten their learning curve so they can close deals more efficiently in less time.

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After 15+ years in sales, I have learned the best way to overcome an objection, and it is to not meet it the objection head on.

Nobody likes that 80’s style, used car sales person who has a rebuttal for everything.

Customers in today’s day and age want sales people who truly care about their needs and wants, not a salesperson with a pocket full of rebuttals.

If you don’t want to be that used car sales person that everyone hates then pay attention.

The best way to overcome an objection is to “hear what they are saying”, and suggest why their objection is holding them back from what they truly want.

So if you learn your customer has come to look at motorhomes because they want to travel and build memories with their family and friends, you use the fact that they want to travel and build memories with their family and friends to overcome their objections.

So to give you an idea of what I mean, here is an example dialogue of how you would use this to overcome objections:

Customer – “I will eventually buy a motorhome but I need to think about it a little more.”

Salesperson – “I hear what you’re saying, but let me ask you this. Why continue to postpone your travels and building memories with your family and friends when you could buy this motorhome today and start living out your dreams.”

Customer – “Well I understand that, but I still need to check my finances, and make sure I can even buy a motorhome.

Salesperson – “I hear what you’re saying but you can’t take your money with you. Your family and friends are only getting older as time passes, and who knows how much more time you actually have left to create memories with your family and friends. This motorhome is only $500 a month which is pennies when you compare the memories and time you will spend with your loved ones in your new motorhome. Stop waiting on your dreams and buy the motorhome today.”

Customer – “Well $500 is still a lot of money, and I have to check with my significant other to see if they would be ok with $500 a month for a motorhome.

Salesperson – “I hear what you’re saying and it is important to have your significant others blessing in anything you choose to do. I know you mentioned that your significant other wanted to build memories with your family and friends as much as you do so I am sure that they will agree that $500 is pennies in comparison to the memories and time you will be spending with your family and friends. Lets do this, sign right here saying you’ll buy the motorhome today and we will make the deal contingent on your significant others approval. If your significant other says its a no-go, then we will tear up the contract, no harm no foul, but I am confident that this motorhome is exactly what you 2 need to start living your dreams and traveling with your family, and I am sure your significant other will feel the same way. Sound fair enough?”

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Customer – “You’re probably right, my significant other wants this motorhome more than I do, but honestly we were planning to buy one next year.”

Salesperson – “I hear what you’re saying but why wait another year? You both want a motorhome, you both want to travel and create memories with your family and friends. Why wait another year to start doing what you truly want to do when you could buy this motorhome today and start creating memories with your family and friends, you only live once, sign right here.”

Customer – “You make good points, but I really just don’t want to buy it today.”

Salesperson – “I hear what you’re saying but the honest reason you don’t want to buy the motorhome today is because you think you might regret the purchase, but let me ask you this. What do you think you will regret more at the end of your life? Spending $500 a month to travel and create lasting memories with your family and friends or saving $500 a month and never getting to travel and create those memories with your family and friends? Stop torturing yourself year after year and buy this motorhome today so you can start building those memories and living with no regrets.”

Now by this time, your customer is usually closed if you have them on the right product/service but I think you get the point.

We could go on and on with their objections using this method and all we are doing is putting the purchase back on the customer.

We’re saying, I hear your objection and it makes sense, but you can start living your dreams today, why wait?

We’re playing to our customers emotions and getting them to realize that this motorhome is a solution to their problem. That this motorhome is going to help their family travel and create memories, which is worth more than money, so why keep waiting?

We are putting into perspective that this product or service, is what they need to live a better life, and why would you wait on living a better life?

When you overcome objections in this way and stop meeting them head on, your customer will respect you more.

They will see you as a salesperson who actually listens and who actually cares about solving their problems.

They will see you as a salesperson who is there for their needs instead of just there to make a sale, and it will make a huge difference.

Stop being a rebuttal master and overcome objections in the way outlined above, and see how many more of your deals start closing.

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What Comes First Sales Or Marketing?

To be successful in business you need to know what comes first sales or marketing?

There are 2 things you have to focus on in business, attention and cash flow. 

Attention being your marketing and how well you stay in front of your customers and target market.

Cash flow being your sales team being able to close deals to generate revenue for your company. 

But, what comes first sales or marketing? 

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Without marketing, nobody will know about your products so how will you sell them?

Without sales, nobody will buy your product or service… so which one comes first?

In my opinion, sales should come before marketing. 

If you don’t have a team who can sell your products or services then who cares?

You could have 100, 200, 500, or even 1000 leads coming in but if you don’t have a sales team that can close the deal and generate cash flow then what is the point?

Some companies come up with an “amazing” product or service that “everyone” will need and buy, but when they try to sell it, nobody buys.

This is a classic example of a business owner who didn’t understand their market before they put together their product or service. 

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If you have a product or service, and you have a team that is actively selling it, then you know your market and customer is ready to buy AND that your product/service is seen as valuable in the market.

Once you have a sales team that is selling a valuable product or service, now you can add fuel to the fire and ramp up your marketing, because now you know the leads and traffic will turn in to sales and cash flow.

If you go the opposite way and start with your marketing, you could be spending money for leads that will never sell because you don’t have the sales team that can close the deal.

This is why I believe a good rule in business is to start with sales. 

Do whatever it takes to get sales generated from your product/services. 

Survey your market and target customer to see what needs and whats aren’t being filled by their current providers and tailor your products and services to fill those gaps.

Once you have a product or service that is selling and a sales team that can close the deal, now pour fuel on the fire and ramp up your marketing team and spend. 

A company will only be as strong as their weakest link, and the link that you need to make the strongest is your sales link. 

Moral of the story; be sure to have a sales team of closers before you pour money into your marketing. 

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what customers want, sales, sales tips, what customers really want

What Customers Really Want From Their Salespeople

Get A Sales Process That Gives Customers What They Really Want

Sometimes it is painful to go into a dealership or a business and hear the pitch some of their salesmen are throwing at me. A lot of them start talking about dogs, family, and life before closing the deal, and its one of my pet peeves. Please stop wasting your breath and learn what customers want from their salespeople!

Your customers are coming to you because you’re the EXPERT!

They do not care to talk about anything other then how you’re going to provide them with a turn-key solution to their problems. It’s as simple as that. Stop wasting your time on topics that have nothing to do with how you’re going to solve their problems because that’s what customers want!

As the great Albert Einstein has said “Make things as simple as possible, but not simpler.”

Learn what customers want from their salespeople

What you have to figure out as the business owner is what issue(s) your product/services are fixing and sell to your customer based off of these rewards. Instead of pitching all of your services to your customer, sell them your turn key solution that is going to fix their biggest problems and you will close more deals.

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Customers are coming to you because you’re the expert in your field and they trust you can solve their most frustrating issues.

So what can we do as salesmen and business owners?

Ask more questions! A lot of the time I talk to salesmen and business owners and they can not tell me about their actual customer. A lot of them talk more then they listen and they do not truly understand why their customer is even looking for their product/services.

What you should do as a salesmen is keep asking questions and really listen to what your customer wants.

Ask them how, what, when, where, and why they are looking for your services so that you can truly understand their needs. Get them talking for a good 10 minutes on why THEY are looking for your company and what problems they are looking to address.

Once you have a good understanding of your customers TRUE needs, you don’t have to just “pitch your services”. You can now show them how your product/services are going to fix their problems and they will give you their business.

Implement this simple technique into your sales process and you will be sure to close more deals!

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