10 Ways to Handle Objections Effectively
27 January 2012
Knowing how to handle objections from clients begins with anticipating their concerns. Your attitude at the start will directly affect your sales at the end of the day.
Be enthusiastic. Know how your product or service can add value to your customer by either saving him time and money, by eliminating stress and waste, or by enhancing relationships and leisure hours. Keep your customer happy by learning how to handle objections like these.
- I’m not interested. Create interest by telling a short anecdote of how someone else benefited her home/work/play by using your product.
- I don’t have enough money. Quickly recount how using this product saves money in the long run by improving the client’s health, saving his time, or increasing his influence. State dollar examples of savings gained.
- I don’t need it. Be alert to the needs of the customer. Don’t try to push more on the customer than she needs. Does she need more space, more time, better methods, or just the basics?
- It’s too much hassle to set it up (such as a new phone, exercise equipment). Offer to set it up for him, according to your company’s regulations.
- My old one is good enough. Make sure your client has product knowledge. Teach her the new features as you promote the latest device or service. Discount it.
- Another company has a better offer. Don’t say “no” to the customer. Provide an in-store coupon, a sample, a gas card, service, delivery, or warranty. Give people what they want.
- I can’t decide. How to handle objections involves eliminating excess information. Narrow down the decision to two or three options and focus on the best selling point of each. Offer your personal preference, if the client asks.
- I’ll think about it. Don’t let the client leave without providing specific facts and figures with which he can compare. Tell him what day and time you will personally be available to discuss it again.
- It’s not exactly what I want. If you are going to make a sale, you must know how to handle objections like this one. If it is not in stock, order the closest approximation to your client’s need.
- It’s just not for me. Show proof that having your product gives your customer greater advantage, potential, and possibilities than not having it. Be honest, but do what it takes in devising how to handle objections. Let your client know that you will make it happen for her.