You Won’t Overcome All Sales Objections

In the business of selling products and services, you’re bound to hear objections or concerns that interfere with or slow down the sales process. When it comes right down to it, most objections or concerns can be addressed or overcome. Usually, it’s just a matter of clarifying information about the product. Sometimes it can involve switching gears to another product entirely, but most challenges can be overcome.

Occasionally, you’ll hear something that is more than a concern or objection to your product or service. It’s a condition of the sale. With some experience, you’ll learn to recognize conditions and handle them appropriately. What is a condition? A condition is a valid reason for not going ahead. It’s an objection that may be difficult, if not impossible to overcome.

For example, if your product is fitness and your potential client is in poor health that could be a condition that prevents you from taking him on as a client. If you sell quick printing, there might be some jobs you can’t take on due to their size, specifications or delivery date required.

In some cases, the condition may just be impossible to meet today. If that’s the case, your sale turns into one of timing. When can you deliver the product? When will it be in stock in midnight blue? When will you have a whole case of the product available? If the client is convinced that your product or service is right for them, you may simply have to re-sell them on the timing. If their timing and yours don’t match up, you may have lost the sale, but not the opportunity. If you can’t meet their needs when they need them met, at the very least, keep the door open for a future opportunity to serve their needs.

The most common condition for large investments is lack of money. That includes having no credit or bad credit. If the prospect simply cannot meet the financial requirements of the purchase, there is no sale. You’ll be wasting your valuable time continuing to talk with them. Again, keep the door open by letting them know how much you’d like to help them get involved with your product, but do not let the process drag on if you can see clearly that they cannot afford it.

At times, you’ll meet with clients who are relatively uneducated about your type of product or service. Once you get them talking about their needs, it could very well be that they aren’t good candidates for your product after all. The sooner you learn this, the better. If you realize you cannot provide what these clients are seeking, offer suggestions as to where they can find the right product. Always maintain a high level of professionalism. Try to give them sound advice as to where they can get what they truly need. If you know of a good source, refer the clients to someone better able to serve your needs.

Sending appropriate referrals to others will work in your favor in two ways: First, the clients will remember you as being helpful and providing good service, even though it didn’t result in a sale. Second, the company or person receiving the referral will appreciate your efforts and, hopefully, send referrals your way in return.

I strongly recommend that you pay attention to those clients whose needs you can’t meet. If you’re seeing similarities in their needs, you may want to seek out the best resource to meet those needs in you area and establish a relationship with the business owner or one of their salespeople to set up a lead exchange. It’s possible they will provide you with a referral fee for clients who end up owning their products. This can be a great way to create a win-win situation for everyone involved. The client gets the product they really need. The other company gets a sale and you get either remuneration or qualified leads in return. It’s all in how you choose to approach the conditions you will encounter in business.

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This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

 

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