Salespeople need to be optimistic but expect objections because it’s all part of being in sales. How do you handle objections? Alison started her career in the human resources field before she jumped into entrepreneurship. She tried building her own business four times but failed each time. It was her fifth try in 2019 that became a success.
Skills to overcome objections
Alison has 3 C’s to sales success: clarity, confidence, and connection.
Clarity starts with customer discovery. It’s in this stage that it is clarified what solutions the prospect needs and what the sales rep can do to partner in those needs. Objections often fall into three categories – budget, time, and necessity. They either don’t have the time, don’t have the money, or they have no need for the product or service. When you’re clear where their objections fall, you’ll have a better grasp on how to overcome it. Clarity is also connected to connecting and building rapport.
Japanese scientist Masaru Emoto’s book Hidden Messages in Water talked about how spoken words can impact water molecules. In a video, he shows how the shape of these water molecules can reflect negative and positive speech spoken over the water. In the same way, well-spoken words can make a huge difference in a sales conversation too.
Confidence is tied also tied to clarity. Words can make or break a person’s esteem and interest. Use positive words and fuel optimism.
The connection is important in overcoming the objection. Connection is about letting a prospect know that you are listening and want to help them with their problem. Connecting comes from asking deeper questions.
Clarity, confidence, and connection are skills that can start with the sales call.
“Three Skills to Help You Overcome Objections” episode resources
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