Many salespeople run away when they feel they’re being attacked by a question or an objection. That’s not how it’s supposed to be done in sales.
Warning: This is not for the faint of heart!
In this episode, I’m going to talk about returning a question with a question. It’s a powerful skill I learned while doing door-to-door security sales in college.
When does this “counter-question” strategy apply:
- When you get caught up in the corner
- When the client gives you wishy-washy words
- When there’s something that’s stopping the client / the deal is stalling out
Reasons for the question or objection:
- The customer doesn’t understand… OR
- They’re pleading for MORE information!
Before anything else, remember that TONALITY is a key part when using this method of conversation.
3 Examples of Handling Objections:
- Question: The customer raises the question, “Why is the price so high?”
Usually, that it isn’t the true objection. Rather, there is something they don’t understand or somehow don’t see value in what you are selling. This then allows you to re-position, find out the real objection of the buyer, and offer value/solution to their concern.
- Statement/Objection: The customer asks you to “just send me some literature”.
Watch you’re tonality and tell your client that there are 3 possible reasons why they’re saying this:
- They’re just not interested right now
- They want to learn more but they’re probably just busy
- I didn’t EXPLAIN it well enough
Suppose they chose #2, counter it with this question: “When would be a better time for us to connect?”
Instead of just sending information or “literature” and it getting lost in the email shuffle, ask that question.
It will make you:
- Stand out
- Know what’s really going on!
- Dealing with wishy-washy people.
These kind of people love to put things off and they might ask you to get back to them in 6 months to a year or so. What you need to do is to find out what they’re really saying.
What to ask to help you find out the real reason:
“What will change between now and then for you to be able to do something?”
Don’t be afraid to try this out. Have the backbone to go for people who are ready to purchase and who are serious. As always, let me know how this goes by sending me an email at firstname.lastname@example.org or via Twitter @donaldckelly or via LinkedIn at Donald C Kelly.
Remember, DO BIG THINGS!
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