January 04, 2009
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In this issue of The Sales buzz
Discover where objections are based before trying to anser them
NLP (Neuro Linguistic Progamming)...A terrible name for something so useful to so many people ... is the study of patterns in people's actions, behaviour, and communication. It has grown into a science that is incorporated into therapy, sports performace coaching, business, and any area that can benefit by understanding the patterns and processes of communication or behaviour.
...Techncal bit over...Now what can it do for your sales results and to make you money from your sales role...
If you don't know you could be wasting a lot of time answering the wrong objections. If you want to turn more objections into sales, read on and gain a real advantage.
NLP Sales Objection Techniques
NLP Techniques to Find Where the Objection is Based
You need to know where each objection is based so you can handle objections effectively, close the sale, and earn your commission.
Overcoming sales objections starts by Defining the Objection. Before you can handle sales objections you need to know where they exist and exactly what they are. Then you can turn them into positive needs that can be overcome.
This page will show you how to discover whether the objection is real or is based in the mind of the customer, on their map of the situation.
…Once you know how to do this overcoming sales objections becomes suddenly a lot easier…
Do not try and handle sales objections until you know where the real objection is.
Defining the objection is the first step in the sales objection process I use with the sales teams I manage and train. As a working sales manager I need an objection process that is effective, and one that I can train sales people to put into action quickly.
I’ve no time for complicated techniques, or objection handling that only works in the classroom. To get an overview of the whole objection handling process click Sales Objections Process
Your objectives when defining the objection are
To discover where the objection is based
To define the specific objection
To be able to turn the objection into positive needs
This page deals with the first action of discovering where the objection is based.
Once you pass this first step you can move onto defining the real meaning of the objection and then answering it.
To overcome sales objections you first have to find where the objection is.
…I know this sounds weird, but carry on for a while, it will all make sense, and you’ll look at overcoming objections in a totally new way…
The 3 places an objection can be based:
Objections in the real world
These are real physical obstacles that will stop the customer from buying. An example: The buyer does not have enough money to buy. This is an objection in the real world. If a buyer had the money but the cost was above what they had budgeted to spend that would be an objection in the buyer’s mind, on their map of the situation.
Objections in the buyer’s mind
The buyer frames the sales situation from their perspective. The objections they see are on their map of the situation. If a buyer says a product is expensive they could mean many different things.
They could be comparing it to the price they think it should be. This could be based on false evidence such as out of date prices, or to a product that is not the same as yours.
The objection exists in their mind, on their internal map of the real situation. Once you know where the sales objection is based, you can answer it more effectively. Because you know it is in their internal self talk and pictures, you would answer it differently than if you assumed they were comparing like for like products.
This makes a lot more sense than charging in with prepared answers that relate to real world objections. It is the evidence, the beliefs, and past experiences of the buyer that you want to question.
If a buyer believes that all sales people will try and charge them more than a product is worth, will it do any good giving answers that do not relate to this belief. Answers that justify the cost of the product, or challenge real world objections.
When you discover by questioning that this objection is based on a previous bad experience with a purchase, you can answer by showing why you are different. Because the sales objection relates to you, not the product.
Objections in the sales person’s mind
This happens when the seller fails to define the objection before answering it. They make assumptions about what the buyer is thinking, and then start overcoming objections, but they’re the wrong objections.
You overcome objections in the real world by making physical changes. For objections based in the buyer’s mind you make changes to their viewpoint and beliefs. To do either of these you must define the objection, and not make your own false map of the situation.
To see the sales objection process, and details on Discovering where the sales objections are based Discovering where the sales objections are based. Defining the real objection and presenting great answers to sales objections open the main page for the Sales Objection Process.
Learn how to put these techniques into action today
If these objecton handling techniques sound like something you could use to be more successful in your sales role, take a look at the sales objection training process I use with my sales teams.
Working with sales professionals I have developed a training and exercise program that will let you put all these objection handling techniques into action today.
It's a complete workbook training course:
With the text as I present it in live training sessions
A simple step by step exercise program
And packed with real examples
Available as an instant download ...so you can start using it today... Or if you prefer, a printed version...
How much do you think a complete sales objection training course will cost?
...Go on have a guess...see if you're right...then open the course information page for the answer, and to see what you need to invest to get a proven objection training course, that working sales people use successfuly everyday.
The Sales Buzz
I wish A HAPPY NEW YEAR and a very rewarding 2009 to all Sales Buzz Newsletter subscribers
I'm a practitioner of NLP. I incorporate NLP (Neuro Linguistic Programming) into the sales training I use in my daily job as a sales manager. Over the next few issues of The Sales Buzz I'll be giving sales tips and sales training on how to use NLP in all aspects of your sales role.
These will be proven selling techniques and some new ideas I am working on with my sales teams. We'll mix it in with proven selling techniques and motivation skills to give you fresh options on how to be successful.
That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.
Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:
Easy to learn sales skills
Short and to the point
Simple to put into action
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The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.
Wishing you the very best with your sales career.
Stephen Craine
Sales-Training-Sales-Tips