Using Customer’s Sales Objections to Sell More
Sales objections do not only cost you sales, but they can increase your sales too.
This might seem paradoxical, but consider a market where you are selling the same product or a very similar product to competitors. Whoever does the best job of addressing objections can sell more.
Overcoming sales objections is essential in making sales, but it also makes you more competitive, or can even give you an entry into a market that would otherwise be closed.
As proof you can take a look at a recent article of mine where I wrote about the brilliant Thesis WordPress theme. I had no hesitation in linking to this product with an affiliate link as I stand by it 100%, and in fact now use it as the basis for all my new blog build service customers unless specifically requested otherwise.
Now there are a lot of people writing about that product, Brian does well marketing it at Copyblogger alone, without his army of followers and affiliates. But still I know a decent amount of people bought through my link.
The trick with affiliate marketing, especially when you know you are going up against established affiliates, is to find a new angle. Luckily Brian let me know of a couple of new features that gave me the hook I needed.
I knew an objection that was stopping people buying the theme was “it looks great, and will help me in the search engines, but won’t by blog just look like everyone else’s?”.
That objection, connected to the new features that allowed you to easily personalize the theme, became my hook. “You no longer have to worry about looking the same, so you can have a great looking, unique blog, and get all the other benefits too”.
Objection removed, affiliate sales created.
Talking about affiliate marketing, I will be on the “Affiliate Doctors Live” panel at the A4U Expo London in October. If you would like to go for free, Kieron is giving away two full passes worth £299 each, check it out.
Posted on September 16th, 2008 by Chris Garrett in Marketing
Chris, You’re right abdout this. Objections are another form of risk. Reduce the risk and the sale goes forward.
It’s an old sales technique, in order to do it properly and not come off looking like a dodgy car sales man you really need to know your product well otherwise you’ve got no chance. That’s where I think a lot of people fail, they may have the gift of the gab but when it comes down to really knowing their products they’re hopeless.
Overcoming objections is one way to beat your competition.
I recently did a series of posts on gathering competitor intelligence. I’ve liked to the first one. This series provides additional information about beating your competition that you’re readers may find helpful.