THE PSYCHOLOGY OF SALES OBJECTIONS
The authors of the book,
cover the underlying psychology of sales objections in depth - along with comprehensive strategies to uncover and overcome objections.
Following are some of the findings of the Sales Career Training Institute though our research into the psychology of objections.
Three Reasons Behind Objections
There are three basic reasons underlying any sales objection that you hear. The sales strategies and techniques that we cover throughout this site will help you to overcome sales objections, but the first step is to understand why objections occur.
1) Objections may occur because the prospect has doubts, fears or unanswered questions about your product, service or you as a salesperson.
2) Objections may occur because the prospect is ready to buy but wants to confirm the purchase decision with another decision-maker, get a better deal or otherwise stall you in order to meet their own objectives.
3) Objections may occur simply because the prospect does not want to buy.
Are you constantly running into sales objections and don’t know how to use prospect resistance to help you sell more and sell faster?
Check out the Special Report,
FEARLESS In Qualifying Prospects and Handling Objections: How To Leverage the Incredible Power of Questions That Will Save You Time, Energy and Money While Prospecting and In Overcoming Objections
for 71 powerful questioning strategies, tactics and techniques that are guaranteed to improve your sales results.
This online education module sponsored by the Sales Career Training Institute covers the basics of a wide variety of sales strategies, tactics and techniques.
To find out now about more advanced sales strategies for
check out the newly revised version of the book,
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs.
To check out excerpts from the introduction of the newly revised version of the book, FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs,
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Listen More: You Have Two Ears And One Mouth
Here's where listening comes in. You must not only learn to ask the right types of questions, but you must also listen more and listen more actively.
Over 65% of salespeople that we surveyed admitted that they don't take notes when meeting with a prospect.
Taking notes is an active form of listening that you must master. If you simply jot down key words and phrases that your prospect uses while you ask questions, you will be able to use those little gems to communicate better with them as you move forward through further rapport-building, answering objections, presenting and closing.
Plus, people want others to listen to them. Always ask if you can take notes first. Your prospect will almost never say "no", but it's a courteous way to point out that what they have to say is important enough for you to take the time to take notes.
For more on how to take notes and listen actively, find out more from FEAR Selling.
For a limited time only, you can get the FEAR Selling System at an 82% discount off of the regular retail price.
Find out the 168 proven sales strategies, tactics, and techniques that you’ll learn in the recently released second edition of
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects' Deep-Seated Emotional Needs.