Sales objection Type 3 Genuine Concern, or an Expectation Gap The final type of objection arises normally due to a lack of qualification, or indeed not following an appropriate sales process. This article will explore the types of objection, how they arise and how to overcome and avoid them. Giving them a value added service, not only costs less, but it gives them a deal, while making their life as a customer even better. Objections generally fall into three main types. You must get the customer to reiterate the value that they are getting first and foremost. Sales objection Type 1 Negotiation Tactics Assuming that your buyer fully appreciates the value that your product will bring them, some still need to get a deal . Part II will then discuss the 10 most common objections, and how to handle them to close the sale. To get to this stage, the seller normally has to close the sale, by asking the buyer for their business. Sales objection Type 2 Competitor Planted Very few sales professionals operate in a vacuum. Why because a discount comes straight out of your profit. All is not however lost, and while most of these can be overcome, it is important to understand why they arose, and ensure future sales do not fall into the same trap. This will strengthen your negotiating position. Many top sales professionals, who know that their customers need to go out to tender, help the customers, write the Requests for Proposals (RFP). Potential customers generally raise objections for three specific reasons. This is where the buyer raises objections . At this stage, you need to find out exactly what the issue it is. The range of people looking for a deal can be entrepreneurs, professional procurement and government departments.ie - Marketing Consultant delivering Marketing Strategy & Online Marketing, Sales Trainer, and Public Speaker. They normally have to face competitors at many different stages in the sales cycle. A great tactic, but what do you do if this happens to you? You need to test if this is a genuine requirement. What this basically means is that if you re neck and neck in a competitive bid, throw in some additional features or benefits, which the customer may need, that you know your competitor can threaded rod Suppliers t deliver. I always remind sales people that I work with if receiving an RFP is a surprise losing it shouldn t be! One of the competitive tactics, I teach, is to Raise the Bar . Like all others, this should be confirmed as the last remaining question, by asking something like If we can do or show you that, will you go ahead .A Sale is considered closed when the buyer and seller reach agreement on terms for the buyer to take ownership of a product or service. Price should certainly not be an issue, if your customer appreciates the value of the product or service. A selection of proof points may be a pilot, a reference visit or maybe a factory tour if you manufacture your own products.
This in effect means that you must also look at the lifetime value of the customer, and whether winning the immediate negotiation, could affect future relationships. The earlier you face them and help the customer reject them, the easier your job will become. You also need to confirm whether or not it is a sale breaker. If it is confirmed that they really need this, and that they truly believe that you have the best solution for them, you must make a judgment call. If it is, then either walk away, or see if you can match their need in a way that still benefits both parties. The third however, normally points to a fundamental breakdown in the sales process. Remember, we must always strive for a win-win scenario, since good customers become long-term partners! If you feel you need to still do a deal, try and throw something into the deal that they need. It may be one of lack of authority they can t actually make a decision to purchase, or is could be because they have not matched the value your product can give them, with their needs and expectations. Size and financial viability also fall into this category, and there are a number of ways of turning these around to appease the customer s concern The most common reason, and indeed the easiest to solve, is the prove it objection. This article is one of many sales and marketing articles written by Peter Lawless of http: 3r. If at the close, a potential buyer is still not convinced, then either you have closed too early, or you have not addressed all their concerns. Two of these are easily handled. You must get the customer to reiterate the value that they are getting first and foremost. You need to ask them how valuable to their business would having this requirement be
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