Ignoring Objections – What’s The Worst That Can Happen?

They will come back and bite you in the ASS, that’s the worst that can happen!

Yet it happens all the time. You pick up an objection in a customer conversation but you don’t have a ready answer. What do you do?

Well, 9 times out of 10, salespeople just brush it aside and hope it goes away. After a few minutes, if you are lucky, the customer doesn’t mention it again and you breathe a sigh of relief. “Phew – that was close but I got away with it” –  YOU THINK!

But what really happens? The issue or concern the customer had goes unanswered. Sure, sometimes, if it was something really insignificant it will go away and never come up again. More often though it simply festers in the customer’s mind.

Later, when you attempt to close the sale, it resurfaces. This time though it’s become much bigger and stronger in the customer’s mind JUST BECAUSE you avoided answering them the first time they mentioned it!
Now, when you attempt to handle the objection you’ll have to try MUCH HARDER.

What should you do instead? What strategy should you use? Two things:

  • First, buy yourself some thinking time by asking the customer to give you some more detail about what’s behind their concern. This extra detail might make it easier for you to give a more focused response.
  • Second, if you don’t have an answer, just be honest. Explain you need to go away to get some more information and set a time to come back to them with a full answer. Make sure they are happy with this and make sure you honour that commitment!

Use this link to find out more about how to overcome sales objections.

Mike Willshare

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