Objections Required In Sales: Episode #202 The Japan Business Mastery Show

Objections Required In Sales: Episode #202 (Audio here ) (Video here ) The Japan Business Mastery Show

Buyers should buy and not quibble, hesitate or question.? That at least is what salespeople hope for. The reality is we want buyers to object.? If we don’t get a commitment to buy right then and there, the next best case is they give us an objection.? No objection then no sale. Let me explain why.

If we are giving our presentation and at the end the buyer doesn’t have any objections but are also not ready to purchase then we are in trouble.??

Now if they have no intention to make a purchase there is no point their wasting any energy on the due diligence component.? When we get an objection, it indicates interest.? Getting very poor questions is also another warning signal. If the sale is expensive or complex, then we want a lot of quality questions.?

Sometimes the person we are presenting to may not be the final decision maker.??

The person sitting across from us is a catcher of data and information to relay to others within the system.? They will not have many objections, because they are probably not going to be the end user.? We need to get feedback from the real decision-makers in the firm on what worries them, so we can address it.

Recently, we had a meeting with a large financial institution and the size of the deal was 10x,? that means the scope of the solution was probably ten times what they were expecting.? The investment amount was in line with that scope and also 10 X what they probably expected to pay.???

Walking out of the building after the meeting, I noted to my colleague that they didn’t have enough objections.? If the scope was that much bigger than they were initially thinking, there should have been more issues raised.? We need to get some solid objections if we are going to make this sale.? No objections is a bad sign.? We haven't shown enough value or time urgency to inspire then to take our offer seriously.? So contrary to what we salespeople all want, which is a sale with no objections, in fact we need them to make the sale.? So work hard to get objections so you can complete the deal.

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About The AuthorDr. Greg Story, President Dale Carnegie Tokyo TrainingThe bestselling author of “Japan Sales Mastery”, the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery", the Japanese translation is Anata Mo Purezen Tatsujin"(あなたもプレゼン 達人) and "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう。

Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations.

He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki.

He publishes daily blogs on LinkedIn, Facebook and Twitter

Has 6 weekly podcasts:

1.?????Mondays -??The Leadership Japan Series,

2.????Tuesdays – The Presentations Japan Series?Every second Tuesday - ビジネス達人の教え

3.????Wednesdays - The Sales Japan Series

4.????Thursdays – The Leadership Japan SeriesAlso every second Thursday - ビジネスプロポッドキャスト

5.????Fridays - The Japan Business Mastery Show6.????Saturdays – Japan’s Top Business Interviews

Has 3 weekly TV shows on YouTube:

1.?????Mondays - The Cutting Edge Japan Business ShowAlso every Second Thursday - ビジネスプロTV

2.????Fridays – Japan Business Mastery

3.????Saturdays – Japan Top Business Interviews

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development.

Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo.

Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan.?Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.