- After identifying the objection, use one of several methods to eliminate or
overcome it.
Avoid agreeing with the objection unless it is legitimate.
Acknowledge their opinions.
Then point out advantages (in some situations), other features, and benefits
that may outweigh the possible disadvantages. - Sometimes it is best to counter an objection directly with an outstanding
feature that will outweigh any objection.
The salesperson must be very careful with this approach and they must be
able to produce dramatic proof to prove their point.
Even then, the customer may be left with a bruised ego and remain on the
defensive.
In a way, you have told them that they have made a bad judgment—you
have insulted their intelligence.
You may win the battle but lose the war. Be careful! - Sometimes an objection may be turned into a selling point that has not been
made immediately apparent.
This is usually by far the best approach in dealing with objections. It is not
adversarial.
It allows leading the customers to the correct conclusion by discovering the
answer to their own objection.
This is achieved through good questioning techniques. During this process,
bring often-unexpressed objections out in the open so you can deal with
them.
The effective salesperson utilizes objections as an opportunity to present
features and benefits of products and to demonstrate how they will satisfy the
customer's needs.