Manage any sales objection successfully!

Posted by Steli Efti on Sat, Jul 06, 2013

obstacle

Most salespeople are coming up with answers to objections on the fly.

That’s a huge mistake.

What you need is to develop an objection management document.

Successfully manage any objection by downloading your free objection management template.

I’ll share with you how to do that in a few simple steps.

But first let’s look at all the reasons why ”computing” an answer to an objection in real time is a bad idea:

  1. It’s going to take focus and attention away from the customer while you’re trying to formulate your response.
  2. Your answer will probably longer than you want because you’re communicating in a stream of consciousness style.
  3. You’re not going to seem very confident.
  4. The quality of your answer will heavily depend on your state at the present moment.

So how do you create a great objection management doc?

Here are the 5 simple steps

  1. Write down the top 25 objections you’re facing in your market.
  2. Write down the best answers to each objection.
  3. Limit the answers to a max of 3 sentences.
  4. Have at least 10 people review the answers with you and give feedback.
  5. Train your team and yourself to know these answer by heart.

What are the benefits of doing this?

There are many benefits in doing this exercise and creating a objection management doc, but by far the biggest one is the boost in confidence it will give you and your team when delivering the answers.

Here are a few common objections to get you going

  • I don’t have time.
  • I don’t have money.
  • Your product/service is too expensive.
  • Please just send me more information.
  • We don’t need this.
  • [Add more industry/market/product specific objections]

Download your free objection management template.

Hope this helps :)

Happy selling!

—Steli

Get your FREE objection management template!

Topics: sales objections

    
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