Relationship Selling

how to sell

Hi Chrissy -

The best thing to do is to acknowledge the customers objection first of all. This shows them that you are listening and you care. Show an understanding of the objection before you decide to handle it.
In some cases the objection may be very simple to overcome- by presenting the benefit of the product or service in an alternative way that reassures the customer or solves their fear.

Ask your self why they are objecting also. Is it because they are looking for a better deal? Anticipate this type of objection in advance and after the first step, reassure the customer you are offering the best deal.Give tangible evidence where possible, but say it in a way that wins their confidence in both you and the product your selling

Eg
I sell a service and sometimes the customer questions why my price is more expensive then a comptetitor? Well I tell them it is understanable why they ask this and I reassure them about what they are actually getting for my price versus a comptetior. I point out that in actual fact my price is better because they are getting big juicy orange from me where as my competitors only have cheaper services because they are actually offering rotten apples. I also ask them if I offer them a money back guarantee will they take the order. So this way they will not only overcome theire previous objection but actually oblige to buy my service.

Now this is just 1 example but I cannot give you more unless you tell me what you are selling and what objections you are getting specifically.
Is it price? is it quality? Is it time? Is it autonomy? Is it that they just won’t buy regardless of who is selling to them – In this case then let them go and move on to the next customer.
If it is price or quality or time then reassure them in the same way I suggested.

Eg.

Customer: "I need more time to think about it" – here you can take the same approach
You : "Mr X I understand that you wan’t to be 100% happy about this decision and I’ll tell you what I can do. I am so confident you will be happy with this that I will offer you a money back guarantee – how is that for 100 % satisfaction" (and smile here). you can come up with more reassurance in your self and the product/service also eg. "After all the last thing I want to do is ruin my own reputation for not having happy customers so sign here and know you can come back withing 30 days if your not entirely happy" – then put your hand out to shake on it.

see – there is another example using same approach

See what I am say here – Acknolwedge – reassure – present in an alternative way – make them confident in you too.

Obviously you cannot lie to the customer, so be prepared to offer the money back if they aren’t happy but trust me this won’t be an issue.

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