Sales-Closing Technique - Eliminating Sales Resistance by Answering Objections

Sales-Closing Technique - Eliminating Sales Resistance by Answering Objections

Can answering objections really be the strongest sales-closing technique in your arsenal? When you read the term, "answering objections," do you picture a debate? Many would-be closers don't like to deal with objections for any number of reasons, but the fact of the matter is, these are the deep waters that success is made in. Objections are shark food, and a good closer's a Great White with an appetite.

If you want to be a great closer, or want to really hit your stride and be really successful in the art of sales, then you need to face the music. Hands-down, dealing with objections properly is going to be perhaps the best sales-closing technique in the book. If you find yourself shunning the shark feed--and that's what objections are to a Great White shark of a salesman--then you'll remain swimming with the guppies.

As someone who doesn't like objections v ery much, the author of this article had to study the "greats" out there, the people who have best-selling books on how to be best-selling salesmen. The successful closers agree: objections are a golden opportunity. So, what's the best way to handle them?

First off, an objection is not:

An Invite To Debate A Rejection The End of the Conversation

Looking at those in order:

1. Objections aren't a plea from the prospect to argue or an invitation for you to become cocky and rude as you go down in flames telling the prospect what a colossal idiot he or she is. If you are a natural debater, then you'll have to curb the blood lust for a moment and be willing to roll with the punches to your pride.

2. An objection is not a rejection of you, your product or your service, in most cases. Usually, an objection is an invitation for the information you didn't provide or sufficiently back up with facts. Face it, everyone in your field of sales is shilling the "best" product in that field, or the "best" service. Back it up. Objections are an opportunity to do that.

3. Objections are not the end of the dialogue, in most cases. If you're cold-calling by knocking on doors, and the door is slammed in your face--t hat may be an exception to this rule, but then again...a soft knock may prove otherwise and get the door to open up as you offer the information to turn the "no" into a sale.

The truth is, many people use objections as a ruse to shut you up as a salesman, but you don't need to take that for the last word. You'll have to to know a good sales-closing technique to get the customer to open back up, and perhaps the best technique is to ask a question.

When you get an objection, ask, "What do you mean by that?"

"I don't have enough money."
"What do you mean by that?"

"I will have to talk to my wife about this first."
"What do you mean by that?"

The goal is to uncover the true question, if there is one, as the first line of defense is a fake objection designed simply to avoid a salesman. Work through this question, and be ready to address their concerns with the overwhelming benefits that you don't want your customer to miss out on. Do n't take "no" for an answer, it's a question for more information. Keep that in mind and you're onto a really golden sales-closing technique.

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