How to Go from No to Go 6 Ways to Counter Objections
Ever have a sale that slips through your hands? Most people have, there is a way to save more sales and lessen the rejection of hearing no that is a part of the sales process. The following are six ways to do just that!
Do you do everything right when making a sale and towards the end feel that old familiar feeling come over you labeled anxiety when it is time to ask for the sale? Does it feel like you are a smarmy character for forcing your buyer to make a decision? Alternatively, are you afraid of the possibility of hearing NO! If this describes you, I have great news! It does not have to be this way. The fear of rejection is huge, and even though fear is an emotion based on the future, not the present, this does not make fear any less real in your mind.
So what will help me you ask with less fear of rejection? Plan ahead for a possible no answer. Think, envision and practice for a yes, but have a smaller ask in your back pocket just in case your vision does not turn into reality. An example; I understand you do not have the funds now if this amount is too high, how about ____? Alternatively, if the funds are not available now, when do you project they will be available? Can I follow up with you then? The chance the buyer will say no to you twice in the same sentence has been shown in studies to be very low. I call this the "second chance."
Understand Your Buyer
More questions equal fewer rejections in sales. Why? If you know where the construction zones are you can plan ahead, avoid them and take a different route. Asking smart questions upfront prepares you in advance for what the buyer's thoughts might be regarding price, timing, contracts, vendor relations and staying with the status quo.
Learning from the Past
Look to the past to understand the future. While I do not believe this is true in every case, history can teach us much about the present and future states. What do I mean? Learning from past objections in the sales process will help in future sales. If you have been in one industry for any length of time, there will be repeating patterns. Look at previous sales, and what the objections were, you must have overcome them, or they would not be sales. Make a list and how you responded to them. This list will help the next time. Don't have a history? Take the senior sales executive out for lunch and be a sponge.
We all like options. Having choices are great as long as deciding is easy. This aversion to making decisions sums up today's culture. Providing options for the buyer creates flexibility. If you bundle these choices with the most desired offerings, customers will be more likely to choose them. This type of bundling is why bronze, silver, and gold versions have become popular when selling anything. Word of caution, keep it simple, too many choices could overwhelm the buyer.
This type of buyer reason is similar to the theory of choice. McDonald's has recently presented kiosk in the restaurant where you can build your burger. There are other examples of this at the grocery store where you can bag your groceries, or wait in line for the cashier to do it. This type of buyer choice reminds me of the Burger King tag line, "Have it Your Way."
Set It and Forget It
We live in a culture that values a "set it and forget it" approach. The "Just do it" - for me culture. If you make your offering centered around "ease of use" you will increase your chance of making the sale, and in some cases at a higher price. We live in a world where we have an eight-second attention span, and we feel pulled in many different directions. This overwhelming feeling leaves us desiring more personal space, time and the desire to relax. If you appeal to this desire by creating ways to make life easier for your buyer- they will find your offering irresistibly appealing.
Hope this helps you the next time to go from No to Go in your sale.