Comments on: Overcoming Sales Objections the Easy Way http://www.chrisg.com/overcoming-sales-objections/ the business of blogging and new media Sat, 20 Mar 2010 15:23:57 +0000 http://wordpress.org/?v=2.9.2 hourly 1 By: Greg Woodley http://www.chrisg.com/overcoming-sales-objections/#comment-9582 Greg Woodley Thu, 17 Jul 2008 13:57:00 +0000 http://www.chrisg.com/overcoming-sales-objections/#comment-9582 Hi Chris, you make some useful comments. It is certainly appropriate to plan how to handle the common objections for your product or service. I particularly like your reference to dealing with objections before they come up. We often used to call that inoculating against objections. You can even inoculate without answering the objection, by using the "whiney voice technique". In any case overcoming sales objections is one of the primary functions of a sales person. Greg Hi Chris,
you make some useful comments. It is certainly appropriate to plan how to handle the common objections for your product or service.
I particularly like your reference to dealing with objections before they come up. We often used to call that inoculating against objections. You can even inoculate without answering the objection, by using the “whiney voice technique”. In any case overcoming sales objections is one of the primary functions of a sales person.
Greg

]]> By: Richard Morton - Accessible Web Design http://www.chrisg.com/overcoming-sales-objections/#comment-9320 Richard Morton - Accessible Web Design Mon, 23 Jun 2008 09:31:58 +0000 http://www.chrisg.com/overcoming-sales-objections/#comment-9320 I often say to people "common sense? sorry I left that in the car", particularly when I have put my foot in my mouth. I really like your point "Was there anything we said that convinced you to go ahead?" and I have to say that I had never thought of asking that so duh it's definitely something I need to do. Asking someone who doesn't buy from you doesn't necessarily elicit the true story as people are generally too polite to say that your offering was just pants. Expanding your point into a mini-survey might be valuable too. E.g. "Why did you choose us over the other bidder", "What small things added together to influence your decision" and even "If you went through the same decision process tomorrow would you still choose us, and why/why not?" Richard I often say to people “common sense? sorry I left that in the car”, particularly when I have put my foot in my mouth.
I really like your point “Was there anything we said that convinced you to go ahead?” and I have to say that I had never thought of asking that so duh it’s definitely something I need to do. Asking someone who doesn’t buy from you doesn’t necessarily elicit the true story as people are generally too polite to say that your offering was just pants. Expanding your point into a mini-survey might be valuable too. E.g. “Why did you choose us over the other bidder”, “What small things added together to influence your decision” and even “If you went through the same decision process tomorrow would you still choose us, and why/why not?”
Richard

]]> By: Tom http://www.chrisg.com/overcoming-sales-objections/#comment-9247 Tom Wed, 18 Jun 2008 15:19:25 +0000 http://www.chrisg.com/overcoming-sales-objections/#comment-9247 Chris A very useful post that puts the objection issue into something that we can more effectively handle. Another piece of information about risk preference would be to find out the behavioural preferences of the buyer whenever possible. This would enable you to learn to identify the people who are more high risk from those who are risk adverse. The type of questions that the buyer asks gives clues to their risk preferences. There are some who want all the details, references, proof to show that what you are selling is idiot proof and has work for thousands before. Others are only interest in who is using it and can confirm it works as promised. Yet others are usually interested in how it will improve their status or make them important celebs. Finally the people who need you to be there friend and want to build a friendly relationship will engage you is a lot of social conversation as they get to know you - once they feel they belong they will quickly buy on that trust basis. Learning to actively listen will give real insights into each buyers risk preferences. Tom Chris
A very useful post that puts the objection issue into something that we can more effectively handle. Another piece of information about risk preference would be to find out the behavioural preferences of the buyer whenever possible. This would enable you to learn to identify the people who are more high risk from those who are risk adverse. The type of questions that the buyer asks gives clues to their risk preferences. There are some who want all the details, references, proof to show that what you are selling is idiot proof and has work for thousands before. Others are only interest in who is using it and can confirm it works as promised. Yet others are usually interested in how it will improve their status or make them important celebs. Finally the people who need you to be there friend and want to build a friendly relationship will engage you is a lot of social conversation as they get to know you – once they feel they belong they will quickly buy on that trust basis. Learning to actively listen will give real insights into each buyers risk preferences.
Tom

]]> By: Mark R. Reif at Reif Group Mediations http://www.chrisg.com/overcoming-sales-objections/#comment-9246 Mark R. Reif at Reif Group Mediations Wed, 18 Jun 2008 14:09:54 +0000 http://www.chrisg.com/overcoming-sales-objections/#comment-9246 Chris: This is the first "article" from you I have read - and I am totally impressed. Very common sense information that we all need to be reminded of, and that will help us improve our approach during that first, all important phone call or meeting. I went to your site on the recommendation of Tammy Lenski of MediatorTech.com - I am certainly glad I did. I downloaded your free book, "Killer Flagship Content" - Thank you! - I've already started skimming it. I'll go back for a full "read" this weekend. I'm looking forward to reading more from you in the future. Mark R. Reif Chris:

This is the first “article” from you I have read – and I am totally impressed. Very common sense information that we all need to be reminded of, and that will help us improve our approach during that first, all important phone call or meeting. I went to your site on the recommendation of Tammy Lenski of MediatorTech.com – I am certainly glad I did. I downloaded your free book, “Killer Flagship Content” – Thank you! – I’ve already started skimming it. I’ll go back for a full “read” this weekend. I’m looking forward to reading more from you in the future.

Mark R. Reif

]]> By: Kevin http://www.chrisg.com/overcoming-sales-objections/#comment-9245 Kevin Wed, 18 Jun 2008 13:23:53 +0000 http://www.chrisg.com/overcoming-sales-objections/#comment-9245 Great post and great blog. I enjoyed reading it! Great post and great blog. I enjoyed reading it!

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