Quick Online Money Making Tips

There comes a time in any sales conversation where the customer is apprehensive. Maybe they’re not sure, maybe you didn’t provide enough information, or unfortunately, you might not have done the greatest job in persuading them and then getting them to take action with purchasing your product or service.

 

We all face this no matter what we’re selling and no matter who we are. Objections will always be there because people will always have them. Their objections or skepticism could be very small, or it could be something very large which can be a pretty serious problem if you’re looking to make the sale then and there. Without a doubt, we all want to sell as much as possible and generate as much profit as we are capable of.

 

One of the first things we must do is learn how to handle objections and be solidly prepared when the situation presents itself. Objections will always be there in our customer’s minds but there are ways we can combat them that will allow us to be far more successful in our efforts.

 

All of our customers are different in the way they think but the mass majority of them raise the same questions in their minds.

Some of the most popular objections are…

 

“I don’t have enough money for this…”

 

“I’m not sure if this is right for me…”

 

“I’m not interested…”

 

“I’ve never heard of this before…”

 

“Why should I buy from you and not someone else?”

 

“I’m busy, I don’t have the time right now…”

 

“Is this a scam?”

 

And the list goes on. We could go over all the possible objections in your customer’s mind but that would be one huge list. What we can do is address one of these more popular objections to give you a better idea of how to respond, and then that will hopefully get you thinking in a different way when it comes to conquering objections all together.

 

Remember however that objections don’t just go away. What you say and what you do is what will combat these objections so that you can make the sale, over and over again with more and more people. So for now, don’t worry about what they will say because objections are guaranteed to happen. Instead, focus on getting together a good list of objections (I’ve provided a great list to start with above) and forming great answers in response. The process will take some time and deep thinking but the more effort you put into it, the better your chances are of combating these objections in the most effective way possible.

 

Let’s take a look at the objection “I don’t have enough money for this…” This is by far one of the most common, especially when you get into the several hundred to several thousand dollar range. Now, in some cases this objection is absolutely 100% true but in the far majority of sales instances, it’s far from it. There are many alternatives and/or ways of people paying for a product or service that you’re offering; most just don’t realize it and use it as an excuse to get out of the conversation.

 

What this objection tends to show in your performance is that you may have not built enough desire and interest in the product or service beforehand. Keep in mind that no matter how much you charge for a product or service, as long as it’s at a reasonable price, you can sell it. You always must make sure it’s valuable and truly helps get the result you promised, but price isn’t entirely as big of an issue as it’s made out to be.

 

Look at Apple for example. They have several thousand dollar computers and higher priced products than their direct competition. You know what though? They still continue to sell billions and billions of dollars worth of computers and make a pretty hefty profit on top of it.

 

One of your objections right now could be “Well that’s because only wealthier people buy their stuff” when the fact is, that only makes up a portion of their buyer market. What do they do that gets people of all different income levels, whether they “think” they can afford or not, to purchase their products?

 

They build desire before asking for the sale. Word of mouth advertising helps as well (customer testimonials help massively) and this all generates interest in the product. You tend to want to target people that could actually use your products and/or services; otherwise you’re just wasting your time.

 

On the flipside, if you generate desire and form a conversation within their mind of the real world benefits this (your product or service) can bring into their life or business, you virtually eliminate this objection.

 

The obvious question is, “How would you go about that?”

 

Let me give you a great example…

 

Jason is selling Real Estate. He’s been in the Real Estate industry for a few years now and has a fairly decent track record. Although he’s not the best, he’s shown that he can sell houses and has some pretty happy customers. Jason is selling a beautiful, 4 bedroom, 3 bath home sitting on 2 acres of spectacular land. It’s going for $322,000 in an upscale neighborhood.

 

Rebecca has 2 kids. She’s recently been divorced and is looking to move into a home closer to her work and a better school for the kids. Jason shows her the house and even the kids fall in love with it. Then arises the objection after a lovely walk-through of the home and property…

 

“I don’t have enough money to afford this house…”

 

Jason works with her and continues to talk about real world benefits of the home, how it will allow her kids to grow and have fun, give them more room to stretch out and not have to worry about closely knit neighbors, and much more. The lowest Jason can bring the home down to is $315,000, an entire $7,000 off of the asking price.

 

This still seems a bit much for Rebecca but she’s starting to consider the deal because of the great value she sees in the home and property. Because of Jason’s consistent relay of benefits that targeted Rebecca’s desire, he’s able to persuade her closer and closer towards purchasing the home.

 

Since he sees that Rebecca is still having some issues and he is determined to close the deal, Jason talks about different payment options that Rebecca may had not considered before. Turns out, they find a way that although will take 2 more years for Rebecca to pay off, she can continue to go about her life as she normally would, and not have to worry about jeopardizing her kids’ future and her getting a second job, part-time somewhere.

 

You see, conquering objections simply takes some research and thinking deep down, if you were in the customer’s shoes, what is it that you would have a problem with or think about? Then from there, all you’ve got to do is have an answer to that objection and present it when the situation warrants it.

 

It all comes down to being prepared and keeping yourself educated. Objections are relatively easy to combat and don’t require some expert, “guru like” processes either.

 

Once you find their objection and discover the problem, you must think about what it is that can alleviate the issue. There’s an endless amount of responses and they simply require you to give it a little more thought and position yourself as if you were the customer. Over time, test out different responses and see which ones work best.

 

 

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About the Author:
Learn the five secrets to closing more sales by confidently resolving buyer objections and stalls at http://www.Sales-Success-System.com/inviteWith over 25 years of experience in executive management, Marc Weiner helps CEOs, entrepreneurs, and sales professionals with business growth and sales training.
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