8 MYTHS ABOUT MANAGING OBJECTIONS

Years ago, legendary sales trainer J. Douglas Edwards said...

"...That an objection was the opportunity of the professional and the death knell of the amateur. It is a buying signal. It is a signpost to the sale. An objection is good, not bad. After all, if the customer wasn’t really interested, they wouldn’t object.  An objection can be many things to the buyer, normally a request for more knowledge."

In this article we wanted to review the common myths about objections. 

We want to destroy 8 common myths:

• Myth number 1: Good salespeople don’t get objections Rubbish. - Everyone gets objections but the true professional has a plan for objection prevention and is also a practiced individual who welcomes objections as opportunities
• Myth number 1: There is only one way to handle an objection - False. There are many ways you can manage an objection. The professional salesperson studies these ways and uses those that best suit them and the situation they are in.
• Myth number 3: You answer every objection when it comes up - False. As you will find out later, when an objection comes up for the first time, you should ignore work or bypass it. Only when it reappears, do you handle it.
• Myth number 4: If you manage every objection you will get every sale - False. It is true that if you have manage objection appropriately and confidently you will stand a far better chance of getting the sale. I doubt if there is, or ever will be anyone who achieves a 100% success rate on managing objections, but the good news is you can improve your results through greater knowledge and practice
• Myth number 5: You don’t need to practice handling objections - False. All professionals whether they be swimmers, golfers, football players, chefs or salespeople realise that to improve their skills they must practice. Those that are the most practiced are in the top 2% of their chosen profession
• Myth number 6: A practiced response will get you the business every time. - False. Practiced  response won’t get to the business every time but it sure will get you a better result than a non-confident, non-practiced shoot  from the hip type  response many salespeople today offer up to the customer to manage their rejection
• Myth number 7: You can help manipulate your customer with pressure. - Yes. You may at first out manipulate your customer, but when the dust settles, they cancel a sale. They also give you negative feedback then never become the much valued customer for life. Earn your customer’s business by presenting them with a beneficial, value for money proposition. Good ethics pay huge dividends.
• Myth number 8: Buyers tell lies -Nothing could be further from the truth in most cases. Buyers only respond to you with lies when you ask them poorly thought out questions which allow them to take control of the selling situation for example…What do I need to do to get your business?   What have you been offered? Have you been to  our competitors before coming in here?

In all these examples you are requesting an exaggeration of the facts. Take control. Lead with power practiced questions which will get you are positive response, not untruths. Tell them what you can do for them and then move forward.

Be aware of the myths and replace them with a professional salesperson’s positive mindset of “continuous improvement” in all you do.

About David Jackson CSP  David is internationally known as “THE SALES DOCTOR” for his “Vitamins for Success” and highly effective “Sales Problem Solver”.  He has over 30 years of experience as an internationally recognised Sales Skills and Communication Coach including Keynote Speaker. David brings the ability to positively transform the skills and attitudes of his audiences with humour and real world experiences. David will lift you and your team to a new level.

Follow David on www.davidjackson.com.au or www.jdouglasedwards.com and don’t forget to register for your complimentary Self-Development eBook.