In the sales process, should a salesperson stop to deal with objections or try to close the sale?
August 23rd, 2010 | 
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and Should a salesperson view objections as a problem?
please help me this question has got me stuck in a rutt lol
The salesperson needs to be experienced enough to make that decision on the spot.
If it’s a big issue, you need to stop and address it. But, keep in mind that the only reason you are addressing it is to close the sale.
Posted in Sales Objections
The salesperson needs to be experienced enough to make that decision on the spot.
If it’s a big issue, you need to stop and address it. But, keep in mind that the only reason you are addressing it is to close the sale.
References :
Odds are you won’t close the sale without dealing with objections. Listen to the objection, then show the customer the benefit of making the purchase right now. You have to acknowedge the objection because otherwise you seem pushy.
The following approach shows you have been listening, that you care, and that you have a great solution for the customer’s needs:
"I understand … is important to you. I suggest we place this order today. Here’s why. If we order the … right now …it will be at your house before your relatives visit and you can all enjoy the new table with out door picnics. How does this sound to you?" Something like this with the same basic format – I understand your concern, I have a solution, this is the solution and how it will meet your needs.
References :
Sales experience combined with customer service experience
Objections are not a bad thing. Actually an objection is a good thing. It shows that the customer/prospect is giving you permission to move forward in the sales process. They just need a little more clarity and understanding before they purchase.
If lending starts loosening up I think the market will pick back up