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Information
Overcoming Sales Objections When Selling To Prospects May Be A Waste Of Time
Submitted: 2007-01-17 15:32:32
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There is a train of thought in the selling profession that a sales objection is not really an objection. When a prospect has an objection it is thought to just mean that she does not yet have enough information to purchase your products or services. She needs to further hear from you how your product or service will help her. So, you are told to keep coming up with new answers until she is ready to buy.
For the most part, I think this is wrong.
Take, for example, a solicitor that knocks on your door to try to sell you, say, a vacuum. Apart from a pushy salesperson that get on your nerves, you probably don’t need a vacuum because either a. you already have one, or b. you don't have the money for a vacuum right now. These are the two most common sales objections - money and no need. Or perhaps you just don’t feel like talking to a pushy salesperson and will just come up with an excuse off the top of your head to politely tell him that you are not interested. Whatever the reason, you just will not buy. I’m sure everybody has experienced this at one time or another – a salesperson that keeps pushing you to buy even though you have absolutely no intention.
Using the techniques that are pushed by the majority of so called sales teachers, that vacuum salesman should keep pushing and pushing and keep overcoming sales objections until he gets the sale. This is old school sales tactics and is akin to the hard-sale as taught by the likes of Zig Ziglar and his sales closing techniques.
There is nothing more annoying than a salesperson using hard-sell sales techniques. For the most part, I think overcoming sales objections is the wrong thing to do. Overcoming sales objections has a place and that place is only when a prospect is close to making a final decision and you, as a salesperson, should do what you can to get her to do business with you. Sales objection handling has no place in initial contacts or any time a prospect seems to have no desire at all in speaking with you.
Tino Buntic created TradePals to provide qualified sales leads without cold calling or prospecting to business professionals across The United States and Canada - FOR FREE!!!. Visit TradePals and create a free professional profile to get started: http://www.trade-pals.com Tino enjoys reading Jim Hassett's blog, Legal Business Development, which helps lawyers develop new business, although his teachings can be applied across most other professions. |
Article source: Expert Articles
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