ANSWERING SALES OBJECTIONS: NEVER ANSWER AN UNASKED QUESTION
Too many salespeople love to give presentations before they find out what their prospects really need - or what the key sales objections are that might come up during the presentation.
You can't just go in and give the same old presentation to anyone. As you will learn from the 7 Deadly Sins of Selling and the forthcoming FEAR Selling book, you must do a thorough job of qualifying your prospect and their objections before giving your presentation.
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.
Salespeople are typically known to be an outgoing, talkative group. Many such people are very good at sales. Of course, you need to be willing to talk to people without hesitation and pick up the phone to talk to total strangers, but there is a time for talking and a time for keeping your mouth shut.
Your goal is to get people to buy your product or service - not to answer every little question that they could ask in your upfront pitch.
Similarly, when it comes to answering objections, provide just enough information to answer the question - and then you might just want to ask a qualifying question like:
"Is that very important to you?"
Such a question will get your prospect to open up, but...
if they just say "yes" or "no", ask an Orphan Question, like:
"Because...?" - and then shut up and let them answer.
Again, keep your answers short. Don't oversell or you might talk yourself out of a sale by saying something that your prospect didn't want to hear.
When it comes to overcoming sales objections, don't answer an unasked question.
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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