Sales Training – Dealing With Objections In Negotiation And Sales

During sales training courses, you can learn about numerous sales techniques; some will work better than others. In this article, we will talk about an efficient technique for dealing with all kind of objections when you are trying to sell your product/ service.

There is one thing that must be cleared up, right from the start: objections are actually a great part of the sale process because they offer you the opportunity to clarify certain important aspects. Basically, almost any sale starts with an objection and not knowing how to overcome an objection will translate into significantly fewer sales.

The causes of objections

Objections may appear for different reasons:

  • the buyer wants to clarify some aspects
  • the person that you want to convince to buy from you doesn’t actually have time for you
  • he/ she doesn’t have enough money
  • he/ she does not trust you and/ or the company you work for
  • he/ she is looking to get rid of you as soon as possible because you did not manage to grab his/ her attention.

It is precisely because we never know the exact cause of an objection that we must learn to overcome the objection in a professional manner, which doesn’t harm our business interests.

Here are a few examples of inefficient ways to answer objections:

  • The Customer: The price is too high.
  • The seller: It is not true, it’s actually a price that reflects…

 

  • The customer: I work with someone else.
  • The seller: That’s not the wisest decision…

The examples can continue, but we believe that the idea has been understood: these selling “techniques” are not working. The customer raises an objection and the seller hurries to prove him/ her being wrong. The customers may not be right indeed, but sales champions never rush to contradict them, because this is the first sign of failure.

The right approach is to try to find as many reasons as possible related to your client’s objection and only then to offer your professional opinion.

 

Basic rules to follow when dealing with an objection

  1. Accept positive intent

Whenever an objection is raised, try to reformulate it as a positive intent. For example, if someone tells you “I do not have time to listen about your product”, take it as “I value my time, so I will only pay attention to something that really matters”. Believe it or not, there is a positive intention behind most objections. If you have the inspiration and experience to reformulate an objection in a positive way, you’ve made half of the sale.  Think about sales coaching Denver companies offer and be your best.

  1. Discuss and clarify

During this second stage, you must have even more patience. Do not rush to answer, because this is unprofessional and, besides, you must always do your very best to avoid interrupting or contradicting the client. Learn to listen and understand the client’s point of view.

  1. Answer the objection

Once you found out more details related to your client’s objection, you can use them to your advantage. It depends on you to use your wit and assertiveness in order to turn a situation in your favor. If you are still inexperienced, it is always a good idea to go for sales training and performance consultancy.

Why Hire Management Consulting Firms

ome organizations are like well-oiled machines. They have a great team that work together towards a common goal. Others are not as great and would often require the help of a management consultant in order to help them determine the causes of their problems and how to fix them.

Management consulting, simply put, is an organizational tool that helps improve the organizations’ performance by studying the existing problems and then developing plans on how to fix them. It is a process that analyses of the entire process and looks for ways to streamline all the processes to make them more cost effective and efficient.

Organizations have different reasons why they hire outside consultants to help them improve their company performance. Some of these reasons include:

  1. They need an outside perspective – sometimes people in the management or people holding higher positions in the company have been in the same organization for so long. They don’t see problems that other people from outside the company are seeing. They see everything as alright and think that they are doing fine, but they are actually not performing very well. It is only when the organization collapses that they would realize that something was wrong. If they had any sense, they would have hired firms that specialize in management consulting to help improve their company performance before it is too late.
  2. They need someone with experience in change management – enacting a lot of changes as in the case of mergers and expansions requires time and effort. They also require someone who has had experience in enacting these changes. Management consultants are often people who do these kinds of jobs for different organizations. They have seen how it is done with other companies and they have studies the principles that make it successful.
  3. They are about to implement new technology – new technologies that will have a huge impact on the workforce, the processes, and how people do things in the organization can be tough and time consuming to introduce to the organization. You have to set up a lot of things including training of personnel, installing the new technology, transferring data and ensuring transition goes smoothly. Though firms that offer management consulting won’t be the actual people who will move equipment and all those tough tasks, they will be the ones who will plan those things and ensure that everything goes smoothly.
  4. They are about to change their organizational structure – changes in organizational structure is common among huge enterprises. Companies would normally restructure their organization to keep up with the changing times. As such, the services of expert consultants will be needed. Management consulting firms Denver offers will analyze the types of available jobs in the company and create a new structure based on this information. They will also help match the right people with the right jobs.
  5. They need someone to help them plan for the future – creating strategies and planning for the future of the company often rests on the shoulders of the upper management. Sometimes they need some help so they bring in experts in strategic planning. This is where the consultants would come in. They provide assistance in building future plans for the company.