Objections by customers' offer opportunities for selling. Objections come as a result of explanations you made that the customer does not understand or may be confused with. They usually pertain to a specific point you may have overlooked, or something misunderstood, or that which needs further clarification.
When the customer says “ No”. The sale begins.
The first thing to do is to go back over your explanation to find out what is in question. You may also have to clarify the advantages you put forth, and to restate the reasons for buying. Evidently these were not made clear by you at the time you presented them.
Do not answer objections by rote or with answers that the customer feels are rehearsed or standard. Remember answers by themselves are not enough. Answers to objections must be presented in such a way as to make the customer believe in those answers. Answer with sincerity in your tone and manner. First find the real reason for the objection and then proceed to isolate it, answer it, and make a trial close.
Thank you
Joe D'Ambra
www.basicsofsales.com
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