Written by Sean McPheat |
21 April, 2010
How often do you receive objections and resistance from a prospect?
And why does it happen?
Naturally, the prospect hasn’t had the sense to see what a wonderful product or service you have!
But could it be that the way we present could actually be encouraging objections?
Here’s one way of putting your product across: “Mr Prospect, I can see from your current stock holding that widget 234 is a good seller for you. We can supply that widget at a really competitive price, and deliver it free of charge!”
One reaction from the prospect might be to start a negotiation on price, or highlight reasons why he wants to stick with his current supplier, or some other objection that springs to mind.
How about trying this way instead: “Mr Prospect, I see that widget 234 is one of your best sellers. What criteria do you use to decide on your supplier of those widgets? How do you know when it’s time to re-order? How do you judge successful results on the sale of those widgets?”
Now the prospect isn’t thinking about objecting, because there’s nothing to object to.
They are simply answering questions relating to the criteria by which they choose to buy. And you are finding out a lot of valuable information about the process your prospect uses to make decisions.
So, if you are getting a lot of objections, determine if you have pushed the prospect into making a decision before you’ve found out if they have any needs in the first place.
The UK’s #1 Authority On Modern Day Selling