Tips
August 2005 Tip of the Month

Turn your prospect's objections into your strongest sales points!
Many people see objections as a form of rejection. But in reality, objections let you know exactly what your prospect is concerned about and what you need to address in order to sell the site. By following these three steps, you can turn your prospect’s objections into your strongest sales points.

Step 1 -- Listen Carefully to your Prospect’s Objections
Really listen to what your prospect is telling you and try to understand things from his point of view. Resist the temptation to interrupt, and never dismiss his concerns as trivial. Wait until he has completely finished speaking before formulating a response.

Step 2 -- Restate the Objection
Once you have carefully listened to all objections, restate them to your prospect and wait for confirmation. Not only does this show him that you are really interested in his needs, but it also gives you an opportunity to soften the original objections. In addition, it gives your prospect a chance to provide you with any extra details that can help you solidify the sale.

Step 3 -- Resolve your Prospect's Concerns
The most important part of resolving objections is making sure that you have sufficiently covered all of your prospect’s concerns. You can achieve this by asking such questions as "Does that make sense?" or "Do you see how our software solves that problem for you?" If he’s still unsatisfied, restate the objection as you understand it, and give your prospect an opportunity to clarify the issue for you.

By handling objections, you will gain valuable insight into what will add value to your sale. Use this information wisely to understand your prospect’s doubts, address his needs and ultimately close the deal.

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