8 Myths about Managing Objections
Years ago, legendary sales trainer J. Douglas Edwards said that an objection was the opportunity of the professional and the death knell of the amateur. It is a buying signals. It is a signpost to the sale. An objection is good, not bad.
After all, if the customer wasn’t really interested, they wouldn’t object. An objection can be many things to the buyer, normally a request for more knowledge.
In this article we wanted to review the common myths about objections. We want to destroy 8 common myths.
Myth number 1: Good salespeople don’t get objections
Rubbish. Everyone gets objections but the true professional has a plan for objection prevention and is also a practised individual who welcomes objections as opportunities
Myth number 1: There is only one way to handle an objection
False. There are many ways you can manage an objection. The professional salesperson studies these ways and uses those that best suit them and the situation they are in.
Myth number 3: You answer every objection when it comes up
False. As you will find out later, when an objection comes up for the first time, you should ignore work or bypass it. Only when it reappears, do you handle it.
Myth number 4: If you manage every objection you will get every sale
False. It is true that if you have manage objection appropriately and confidently you will stand a far better chance of getting the sale. I doubt if there is, or ever will be anyone who achieves a 100% success rate on managing objections, but the good news is you can improve your results through greater knowledge and practice
Myth number 5: You don’t need to practice handling objections
False. All professionals whether they be swimmers, golfers, football players, chefs or salespeople realise that to improve their skills they must practice. Those that are the most practised are in the top 2% of their chosen profession
Myth number 6: A practiced response will get you the business every time.
False. Practiced response won’t get to the business every time but it sure will get you a better result than a non-confident, non-practised shoot from the hip type response many salespeople today offer up to the customer to manage their rejection
Myth number 7: You can help manipulate your customer with pressure.
Yes, you may at first out manipulate your customer, but when the dust settles, they cancel a sale. They also give you negative feedback then never become the much valued customer for life. Earn your customer’s business by presenting them with a beneficial, value for money proposition. Good ethics pay huge dividends.
Myth number 8: Buyers tell lies
Nothing could be further from the truth in most circumstances. Buyers only respond to you with lies when you ask them cruddy questions which allow them to take control of the selling situation for example… What do I need to do to get your business? What have you been offered? Have you been to our competitors before coming in here?
In all these examples you are requesting an exaggeration of the facts. Take control. Lead with power practiced questions that will get you are positive response, not untruths. Tell them what you can do for them and then move forward.
Be aware of the myths and replace them with a professional salesperson’s positive mindset of “continuous improvement” in all you do.