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Topics Covered: <a href='/resources/search/?query=Objections'>Objections</a> | <a href='/resources/search/?query=Sales Strategy'>Sales Strategy</a> | <a href='/resources/search/?query=Sales'>Sales</a>
Sales Strategy
May 4, 2016 | Allen Majer lock

Knowing how to handle objections from clients begins with expecting that they have concerns. Your attitude at the start will directly affect your sales at the end of the day.

Be enthusiastic. Know how your product or service can add value to your customer by either saving them by eliminating stress and waste, time and money, or by enhancing relationships and leisure hours. Keep your customer happy by learning how to handle objections like these.

  1. I’m not interested. Create interest by telling a short story of how someone else benefited their work/home/play by using your product.
  2. I don’t have enough money. Quickly communicate how using this product saves money in the long run by improving the client’s health, increasing their influence, or saving their time. State dollar examples of savings gained.
  3. I don’t need it. Be alert to the needs of the customer. Don’t try to push more on the customer than they need. Do they need more time, more space, better methods, or just the basics?
  4. It’s too much hassle to set it up (such as a new phone, exercise equipment). Offer to set it up for them, permitting to your company’s regulations.  
  5. My old one is good enough. Make sure your client has product knowledge. Teach them the new features as you promote the latest device or service. Discount it if possible.
  6. Another company has a better offer. Don’t say “no” to the customer. Provide an in-store coupon, a gas card, service, a sample, delivery, or warranty. Give people what they want.
  7. I can’t decide. Handing this objection involves eliminating excess information. Narrow down the decision to a couple of options and focus on the bestselling point of each. Offer your personal preference, if the client asks.
  8. I’ll think about it. Don’t let the client leave without providing specific facts and figures with which they can compare. Tell them what day and time you will personally be available to discuss it again.
  9. It’s not exactly what I want. If you are going to make a sale, you must know how to handle objections like this one. If it is not in stock, order the closest approximation to your client’s need. 
  10. It’s just not for me. Show proof that having your product gives your customer greater advantage, potential, and possibilities than not having it. Be honest, but do what it takes in devising how to handle objections. Let your client know that you will make it happen for them.
Written By: Allen Majer 

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