Handling Objections - The Key to Successful Selling Techniques 1 of 2

Handling customer objections is arguably one of the key sales ingredients for successful selling techniques. It is so important for the sales professional to develop effective closing styles, and to learn how to use them in a very natural and influential way.

There are many objections that a customer can give a sales person. It would be impossible to list them, much less address all of them in one article. However, there are a few which are the most common and can also be the sales killer.
Probably the one that almost all sales people dread the most is: "I'll think about it." This is, at first glance, the most difficult to overcome because the customer is really telling you nothing. All they are saying is that they want to "think about" something. The sales person has NO IDEA what it is that the customer wants to "think about."

Here's the answer to what they are REALLY saying to you:

When a customer says they want to think about it, what they are really saying is, "we are done here, You have not convinced me of anything." They are, in a very polite way, telling you to go jump in a lake.

Now that we got THAT cleared up, what selling techniques do we use?

Before we tackle this annoying objection, let's first take a moment to discuss mechanics for handling ANY objection that may be thrown at you. Keep in mind that it is IMPOSSIBLE to overcome a customer's objection. Objections place you and your prospect in an adversarial situation, and that is the LAST place you want to be. This is because you can NEVER WIN, if you are in that position. When a customer states an objection, they are telling you that they do not want to make a purchase for whatever reason or reasons, they feel are valid. Trying to convince the customer he is wrong to feel that way, is a crash and burn strategy for the salesperson. Instead, follow these selling techniques:

1: After your customer expresses their objection WAIT FIVE SECONDS BEFORE RESPONDING. I usually take a deep breath and nod, counting off the five seconds, which makes the customer feel that I've truly heard what they said, and can relate to what they are saying.

2: AGREE WITH THEM. This is VITAL! You never have an argument with someone who agrees with you, plus, everyone LIKES someone who is of similar mindset and opinion as they are. A very good responding statement is: "I can fully understand what you're saying. I can understand why your feel that way. "