Sales psychology: handling objections

Handling objections

One of the fundamental tasks of marketers is the fight for the attention of the audience, which includes: the development of a unique trade offer, promotional offers, and creative advertising. 

Managers of SmartProvide company conduct time-consuming dialogues with clients, answering many questions and objections. Only a fraction of the customers’ requests was converted into a successful transaction. Overcoming customer resistance is a crucial part of our sales department’s work.

How do SmartProvide sales managers oppose the positions of customers?

For instance: The buyer is not ready to immediately part with the money and there is a desire to make sure that he spends them with the maximum benefit for himself. Will doubt, ask clarifying questions, and refuse services offered. These are counteractions that our employees are working hard on.

Or another example: The unpreparedness of a person to use the moving service does not mean that the offer is bad. Sales managers are able to give answers and successfully seal the deal with even the most intransigent person. The main thing is to understand what is in doubt, and prudently prepare the answers.

What are the objections?

With our many years of experience, we can identify three types of objections that we most often encounter:

  • the true
  • conditional objective
  • spurious

What stages exist in handling objections.

Our specialists have allocated for themselves 4 steps of resolving disagreements in sales.

1. Listen and hear.

The initial task of the manager – to inspire trust. You can not simply convince the person from the very first minute of your dialogue. Listen first. It will indicate that it is of great importance for you to understand the person. Try to depict his values

2. Take the client’s side.

It is advisable to ask the client additional questions – this will help to build your strategy.

3. Active work phase.

Begin to overcome the resistance. Use the arguments for the service, offer an alternative solution, and provide sincere assistance.

4. Closing stage.

It depends on the type of sale. For telephone sales – consent to a commercial offer or to a face-to-face appointment. For regular sales in the store – go to the checkout.

To become a sales professional, one has to be theoretically savvy, not afraid to apply knowledge in practice, and constantly improve your skills. It is important to approach each client individually, strive to understand the person, and try to recognize the needs and reasons for objections.

When speaking of objections, keep in mind that doubt in a transaction is a normal and natural process. Our task is to debunk them and convince the client to take targeted action.

Follow a simple algorithm and the number of closed trades will increase. And with them – profit.

If the sales task for your business raises many questions and difficulties, delegate it to SmartProvide. We can easily help your business scale successfully and achieve good sales. 

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