3 Useful Objection Handling Tactics

When it comes to down to it, the way that you deal with your objections will either make or break the sale.

Now I know that you are dead busy so here are just 3 useful objection handling tools and phrases that you can start to use right now!

TACTIC # 1

SAY OTHER, "BIGGER AND BETTER" COMPANIES THAN THEM HAD THE SAME PROBLEM/OBJECTION

THEY SAY:

"I could see that element of your product being a problem for a us"

YOU SAY:

"Big Company Ltd (name drop to build credibility) thought exactly the same as you are right now. They used that particular part of the product to increase their revenues by a further 15% by doing XYZ"

I think we have all watched those movies that either act as a lesson or a warning when it comes to sales and business in general.

I’m thinking of Gordon Gheko in Wall Street and his "Greed is good" speech! I’m talking about Boiler Room and Ben Affleck’s "Group Sales Interview" speech - whilst I am sure we would all love to give that speech, in reality we’d be dragged across the hot coals by HR and personell if we did!

And then there is Alec Baldwin’s "Coffee’s for closers only" speech in the movie Glengarry Glen Ross. Alec Baldwin is from HQ and he is sent to "Motivate" and to kick in to action a bunch of real estate salepeople.

It’s enthralling watching. I wonder if you have ever come across any sales managers like this? Hopefully not!

Happy Selling

Sean Mc 

There’s strong language so be warned:

Here are some top tips when writing sales copy:

"The headlines and sub headlines that you write will make or break your copy. You need to create curiosity and the desire for them to read on!"

"Focus on benefits and what your products and services will do for your prospect/client"

"Use bullet points to explain features and benefits rather than lots of text. It looks better and will be more easily consumed by the reader"
 
"Great copy focuses on the problems that your readers have and the way that your solution will solve it for them"
 
"Make sure that you include comments from satisfied customers within your copy. It builds social proof and credibility"

I received an email from one of my newsletter subscribers who wanted to go "door to door" to drum up some sales:

Hi Sean,
            I work as a will consultant for a large company and to drum up some extra business over the next 6 weeks I have decided to cold call (door to door)potential clients in my area.Now when clients comes to there door and see`s me I plan to show them my ID card and say My name is XYZ From XXXX  XXXXXX legal Services,I provide peace of mind for people of ages by proving them with a  will writing service in the comfort of their own home. Our company currently has a special offer whereby you can have your will drafted for (£59single will/£79.00 double will).All you need to do to take advantage of this offer is to make an appointment to see me with in the next 14 days.What happens is that I call round to your home and take your instruction for the drafting of your will,send this to our head office then your will,will be sent to you in the post 30 Days later as a legal document ready to be signed and witnessed.
Now would you like to make an appointment to have your will drafted…………
 
Sean,What do you think of my OPENING script and could you recommend any ways of improving it. Your help/guidance would be truly appreciated.
Here are my thoughts on this:
This opening script is too long and cumbersome

Keep it to the point:

"Hello there, sorry for disturbing you, my name is ABC from XYZ services (show card). We’re currently running a special promotion within your area for peace of mind will writing services – could I just ask whether you have got a will in place so your loved ones are covered?"

Always end an opening script with a question.

THEY SAY NO

Then go on to talk about setting up an appointment etc. Think about your objectives. If they are interested why not "close" the deal there and then to save time and to strike while the iron is hot!

Hope that helps

Sean