"Think of objections as simply requests for more information," advises sales trainer Dr. John Brennan. "In other words, when the customer objects, he or she is simply asking, 'How do I justify this money?' 'How is this better than your competitor's product?' 'How have your other customers dealt with their price concerns?' 'Why should I buy the product from you, and not from your competitor?'"
Lady SalesDog couldn't agree more since this is a key part of her buying process: asking the salesperson questions to gather the information to logically justify the purchase.
So, take a cue from Brennan the next time you hear an "objection." Remember, it's just your customer's way of getting more information to make a buying decision.
Dr. John Brennan is president of Interpersonal Development LLC, a training and development firm. Visit John's website at http://www.interpersonaldevelopment.com.
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