As a salesman you want to share the most valuable information about your products and services as possible. As a consumer, your prospect wants to make sure he’s getting the most bang for his buck. The end results is usually a conversation regarding the way you’ve priced your product and, in the mind of your prospect, no matter what you say your price will be too high.

There are, fortunately, a few things you can do to ensure that you don’t find yoruself in the midst of a price war. Today I’ll share three.

First, make sure you dress to impress. The better you look, the more your client or prospect will respect you and what you have to say. The sloppier you look the less they’ll trust you and, sadly, the less they’ll think of your product. You have to look as though you feel as valuable as you want your prospects to believe you are.

Next, you’ll want to avoid using phrases that give your prospect the impression that discounts may be available. Avoid phrases like “retail price” or “rack price.” The average consumer knows that there is a significant markup between manufacturer and retail stores/salesperson. They may not know what that markup is but they do know it leaves room for negotiation and will want to know why you can’t give them your wholesale price. Don’t put the thought into your prospect’s mind.

Finally, you need to carefully consider whether you want to offer a discount at all. If you’re trying to land a large account, for example, and offer a discount the prospect will never forget that you were able to do so. For the duration of your business relationship he will expect you to continue offering discounts (or will believe that by merely pushing you to do so you’ll find a way to get him one). Is that the type of unprofitable relationship you want to build with your clients?

Think carefully before you begin your sales presentation. The actions you take and the words you speak will dictate whether or not your client believes your price is reasonable or whether or not he believes you’re trying to overcharge him. Make sure you lead your prospects down the right path.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Now that you understand body language you need to begin to get a firm grasp on the types of objections people are giving you – whether through their body language or verbally.

I have found in business there are three main types of objection and five ways in which you can react or respond to those objections once you identify them.

Let’s start by looking at the three main types of objection. They are:

• Openly expressed – in which the individual tells you exactly what his problem is;
• Inferred or implied – in which a person lets you know that there is a problem but does not necessarily tell you what that problem is; and
• Disguised or hidden – in which a person does not let on that there is a problem at all or attempts to hide his discomfort.

When faced with these objections you can take one of five actions:

• You can attempt to pre-empt the objection by perceiving what it might be in advance and addressing it;
• You can ask the individual in question what the problem is and ask follow up questions until you are clear on the issues and can formulate a response;
• You can agree with the objection and then counter with your own;
• You can simply address the objection by providing answers that solve the problem; or
• You can accept that the sale is dead and end your meeting. Move on to someone who will have more interest in you and your products.

It’s up to you, as the salesperson, to recognize the objection and react. You can not, especially in the case of a disguised objection, act as though you are completely unaware. Make the right choice and you’ll gain a loyal customer. Make the wrong choice and you may as well go back to your desk and start cold calling again.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

As a salesperson, it’s important to understand why people don’t or won’t buy your product or service. This isn’t a complicated process, really, because there are only a handful of reasons why someone won’t make a purchase from you.

They don’t trust you.

The average buyer has been burnt by a company or product at least once or twice. If they fear you’ll take advantage of them or that your product may not be as good as you claim they may walk away even though they really want what you’re selling. Make sure you use testimonials in your sales pitch and offer a great money back guarantee. These things make buyers feel more comfortable.

They have no incentive to act.

Someone may be interested in what you have to offer but not really have any incentive to take immediate action. There’s simply no hurry and they will eventually get caught up in everyday life and forget about you. Put a timelimit on your discount or deal. These timelimits often inspire people to take immediate action because they don’t want to lose out on saving money.

They don’t have any money.

Some people really don’t have money, but the majority of people have money but also have plans to spend it on something else. Your job is to make your product so appealing they’ll want to buy your first. Make sure they know exactly how it will change their lives, eliminate their problems, or simplify their processes. Move your product to the top of their shopping lists.

They don’t need your product.

There’s a huge difference between “want” and “need.” Only the most frugal shopper is firm about purchasing things he “needs” and never buys things he “wants.” When someone says they don’t need what they have to offer you should immediately wonder if that’s true, or if he simply doesn’t want it. What can you do to make him want what you have?

Being successful in sales is about overcoming objections. Find a way to work around these and you’ll be well on your way to fulfilling your sales quota!

Sean

Sean McPheat

Marketing Consultant - Internet Marketing Consultant - Sales Expert

I have a secret and I have a feeling it may not sit well with a few of you. As salespersons we spend tons of time trying to learn how to overcome objections, but the truth of the matter is very simple:

It’s impossible to overcome objections.

Now before you start getting upset with me over this theory, let me explain. What I mean is that we spend too much time asking ourselves “How can I get past this objection?” when what we should really be asking ourselves is “How can I help my prospect get past his objections?”

The objection is not yours – it belongs to your prospect. That’s a very important distinction. An objection does not necessarily mean your prospect isn’t interested in your product or service. In many cases it merely means he or she needs more information.

Take a look at a few common objections:

• The price seems high so I think I’ll shop around first.
• I would like to see some more information before I make a decision.
• I’d like some time to think about this.
• This is a bad time for us to make a commitment.
• We have no money in our budget for this right now.

These objections are certainly much different than hearing, “I’m not interested. Please stop calling me.”

There are ways to work around all sorts of objections, and more often than not an objection, while true, is also a method prospects use to protect themselves. They’ve probably heard from dozens of vendors and don’t feel as though you’re any more trustworthy than the last. It’s your job to determine if the objection they are presenting to you is real or merely defensive.

For example, if a prospect says that he doesn’t have the money in his budget, you might follow up by asking him how much he thinks your product costs. You might also ask him to clarify whether or not he has no budget now, or if he never has or plans to have a budget for this type of product. Perhaps he’s really only concerned that your product is worthless and he’d be wasting his money.

These are all concerns your prospect owns. It’s your job to merely show him that his concern is unwarranted. If he’s really interested and does have a budgetary concern, arrange to follow up later. If he continues to put you off with excuses, move on to the next prospect instead of wasting your time.

You’re going to run into objections every day. The trick is to avoid personalizing them so that you can help others. You should already be convinced your product is the best. Simply help your clients to realize the same thing!

Thanks again,

Sean

Sean McPheat

Telephone 0800 849 6732