SIR, TELL ME HOW...
by LEO DUREMDES
Sales objection handling technique "...Although I understand your concern, I am sure you would understand it better... so please tell he how I can help you in that regard..." If a prospect has a concern (assuming there is a basic trust relationship), you may ask him/her: "...sir/ma'am, if you were in my shoes, how would you handle that kind of concern, sir/ma'am..." The advantages are obvious: (1) If he/she could not really answer - and just smiles, the concern is not a real concern. There is another real concern that should be extricated and handled. (2) There is a "good" chance that he/she will give some indicative answer/s...then you know what and how to handle the concern/s. (3) This "technique" is laced with humor. People would like to do business with people with a good sense of humor. We sell high-rise condominium units in Metro Manila. Among other things, I head the Training Department. Comment from Stephen Craine Thanks for the sales objection technique Leo. It's great to see sales techniques that require humour and relationship building. Too many sales trainers forget one of our most effective selling tools, our personality. The above technique will take confidence and practice, and I would expect the results are worth the effort. Tell us what you think Have you tried the above sales objection technique? Do you have an objection handling technique of your own that requires relationship and rapport building, or uses your personality to make it work? Share it with us. Simply click the comments link and type. It's that easy. |
All 4 sales training courses in one complete package and with a special 30% discount on the usual price.
In this sales training course package you get:
Making Sales Appointments by Telephone
Selling Success using a sales process
Overcoming Sales Objections
How to Close a Sale
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Learn how to build your own sales appointment call
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Complete exercise program to build your appointment call in your own words
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How to overcome sales objections gives you an easy to use 4 step process for handling all sales objections.
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See proven sales techniques on how to close sales as a natural part of your sales process.
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Tag the close on to your sales presentation.
Know when to use one line closes or longer questions.
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