You can’t increase sales and become the best at what you do without strong objection handling skills.  To increase sales you must view objection handling as working in harmony with your prospect to find a solution to their problem.  Next, you must create your objection handling scriptbook.  Your objection handling scriptbook will help you increase sales by having your best responses to the common objections in your industry in writing in one place.  (For other posts on these topics go HERE or HERE)

When you ask for the order at the end of your sales presentation your prospect is going to do one of 3 things.

1. Say “yes” and buy
2. Say “no”  and move on
3. Raise an objection or concern

Please Note:  NEVER say the word “objection” to a prospect.  That is a word people in sales use.  Use the word “concern” when you are handling objections with your prospect.

Now I’m going to share with you the 5 best objection handling techniques ever. These help you with increasing your sales because they can be used with almost any objection.  They are also easy to remember so you can start using them right away.

5 Objection Handling Techniques to Increase Sales

Handle an objection with a story:  The reason why stories are so persuasive is your prospect forgets they are in a sales presentation.  Just like having fun makes us not notice time going by, stories also makes the clock seem to stop in the mind of your prospect.  Identify TRUE stories that address the objection.  One way to start off a story is by saying “that reminds me of a story of a client who was in a similar situation.  Let me share with you what they did” and then end the story by saying something like “I believe you can enjoy a similar benefit.  How do you feel about moving forward?”

Take Their Temperature: Whatever objection they say respond with “(objection) aside, On a scale of 1-10 with1 being not interested and 10 being lets get started now, How motivated are you to move forward?  (if they say 6 or lower say) What would have to happen to make that 6 a 10 just in terms of your motivation?”  This helps you avoid wasting your time following up with people who are not interested.

“I’ll be honest with you” technique:  A lot of times your prospect doesn’t tell you their true objection.  This technique helps encourage them to share their real concern. Here is an example:

Objection:  I don’t have the money

Response:  “So what you are saying is that you don’t have the money correct?  (let them respond) Other than the money I’m sure you have some other concerns.  Do you mind sharing those other concerns with me?”  This will cause your prospect to confess to you what the real objection is.

Put the Objection in “Solitary Confinement”:  Many times the prospect says an objection but it isn’t the real one.  You can use this technique for just about any objection.

Example:  Objection:  The price is too high

Response:  Other than the price is there anything else preventing you from moving forward?

Question:  A great way to handle an objection is with a question.

Example:  Objection:  The price is too high.

Response:  Compared to what?

Response:  How much too much is it?

This keeps the conversation going and gives you more information from your prospect to help you build more value in their mind.

*Bonus Technique* Get Curious:  You can use this on any objection.  They say the objection and all you say is “Tell me more about that” and be silent.  They will give you more information.  It will give you more time to think if you need it.

Objection Handling & A Hot Potato

Objection handling is like playing a game of hot potato.   There are 2 ways you can respond when they say an objection. First, you can answer the objection with a response from above.  The second way is to answer with one of the responses above and then ask for the order.

Now go take this valuable information and take the following actions to increase sales.

1. Create your objection handling scriptbook.
2. Put the common objections you face in your industry on its own page in your book.
3. Put the best responses for each objection on that page using the above techniques and any other responses you like.  Your goal is to have 10 responses to each objection.

I wish you the best of success in your sales career.  For more techniques to increase sales click HERE to watch my free video the “Trojan Horse Technique”.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: Increase sales, Objection Handling

Objection handling mistakes will get in the way whenever you want to increase sales.  Would you like to know what the most common objection handling mistake is?  Would you like to get rid of it FOREVER!?  Of course you would!

Prediction is a form of power.  Whenever you can accurately predict what someone is going to say, you have the power in that relationship to create whatever you want.  Many of your prospects bring up objections out of habit.  They may want to feel in control.  Sometimes they do it because they think it will get them a “good deal”.  Your prospect doesn’t plan in advance the objection they are going to give you when you ask for them to purchase.  They tell you what they always say every time someone asks them to buy something.  They just say what worked to delay the last amateur sales person they spoke with.

The Most Common Objection Handling Mistake

The most common objection handling mistake that stops most of you from an opportunity to increase your sales is you don’t have your responses to the most common objections in writing.

The most common objection handling mistake is you don’t have your responses to the most common objections in writing

To increase sales you must create your objection handling script book.  Here is how you get started.  You purchase a binder or create a file in your computer called “objections”.   There are typically 7-12 common objections in any industry.  Here are a few of the most common.

1. I need to think about it
2. I don’t have the money
3. I need to talk it over with someone
4. Can you send me some information?
5. I don’t have the time
6. Your price is too high
7. I am already working with someone
8. We already tried it and it didn’t work

Increase Sales by Having Many Good Responses for Each Objection

Make sure your objection handling script book has a separate page for each of the common objections in your industry.  This is where you will put all your best responses for each objection.  Your goal is to have 10 responses for each objection. Get prepared to handle each of these objections it will increase sales and your confidence when you give a presentation.

BONUS –  Click HERE to watch your FREE increase sales video “The Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: Increase sales, Objection Handling

Objection handling is a necessary skill if you want to increase sales.  It is one of the most misunderstood and avoided skills for most sales people and business owners.  Becoming a master at objection handling will increase your sales month after month, year after year.  This article will help you increase sales by dramatically improving your mindset around objection handling.

It’s NOT About You.  It’s About Your Prospect

You may feel that handling objections is being pushy.  You don’t want to be a bother or to make someone feel like you’re trying to make them do something they don’t want to do.  I agree, if your prospect tells you they are not interested in what you are offering you should end the conversation.  I don’t believe in trying to overcome “I’m not interested”.   Most of the time when you are delivering a presentation they are interested something is just holding them back from moving forward with you.

Feeling that you’re bothering your prospect or being pushy might stop you from helping your prospect make a decision that will make their life better.  This feeling is all about you. It isn’t about helping your prospect.  The truth is that you are always communicating to your prospect.  What are you communicating when you don’t effectively handle your prospects objection?

When you DON’T handle your prospects objections you are communicating that you don’t believe in what you do

You are saying to them by your actions that you don’t believe in what you do.  If you don’t believe in what you do, then why should they purchase from you?  You have heard of a “win-win deal” right?  Well, when you don’t handle your prospects objections effectively you have created a “lose-lose-lose deal”.  How so?  Not handling objections doesn’t serve your prospect, it doesn’t serve your company and it doesn’t serve you.   It’s a complete waste of your time and energy to deliver a sales presentation to your prospect and NOT handle their objections.  You are enabling them to continue to stay stuck suffering from the problem that you can solve for them.

Increase Sales by Beautifully Dancing With Your Prospect

Objection handling is a form of negotiation.

Negotiation (definition): mutual discussion and arrangement of the terms of a transaction or agreement

Your prospect wants what you have or they would just tell you they aren’t interested.  Your prospect is interested, you just have to negotiate the terms of the sale.  Objection handling is not you against your prospect.  It is the two of you dancing together to help your prospect solve their problem.  When two dancers are in harmony it is a beautiful sight.  It is the same way with objection handling.  When you handle them skillfully you will increase sales and you will be happy you solved your prospects problem. In addition, your prospect will be happy to get the solution to the problem they came to you with.

BONUS – Click HERE to learn the “Instant Sales Master Blueprint” for FREE

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: Increase sales, Objection Handling