MULTIPLE ANSWERS… a big part of being a successful Salesperson is the ability to HANDLE OBJECTIONS. Not only do you need to have the answers when you're Customer has a concern or exhibits resistance… you need to deliver your response in the following fashion:
1. Quickly without hesitation
2. Naturally in a conversational manner
3. Avoid being argumentative
4. End with comfortable "close" that makes sense to the Customer
There is one more skill that separates the Superstars from the average Salesperson. It is the ability to offer more than one Objection Handler as part of the conversation. Just because you have "the right answer" doesn't mean that the Buyer will accept it. Every Buyer has different values, different resistance levels, and different decision-making processes.
Effective Objection Handling is all about telling a "story". To better understand why we need more than one objection handler, I refer you to a Annette Simmon's recent publication entitled, "Whoever Tells the Best Story Wins". Annette shares that, "No one story will reach 100% of your target with the exact outcome you desire. One story will only be meaningful to about 70% of the people you hope to influence… spread your risk by telling more stories".
In other words, Salespeople need more than one response for each objection. Arm yourself with a minimum of 2-3 Objection Handlers for each of the most frequent objections you encounter. One of the best ways to do this is:
1. Write out your best response first
2. Next ask your some of peers the following question… "What's your best response to the this objection…?".
3. After they give you their answer, take five minutes and write it down (only if you like it… if not ask somebody else for their favorite).
4. Take 15 to 30 minutes each day and practice the skill of delivering these two Objection Handlers naturally and smoothly.
It won't be long before you will add a third response and now you are in the top 5% of all SALESPEOPLE. Follow this formula for other objections, be committed to your craft, "sail on by" while the competition keeps "winging it". NO Excuses.