Objection Handling in Sales
The First Objection of Customers – I Do Not Want this Product!!
While handling objections of a customer, prefer doing his Need Analysis at first place. And allowing him to ask his questions first is the great opening for any sales-call. So, let’s see how to allow the customer to raise his objections, while conducting your need analysis at the same time –
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No, I don’t want to Buy your Product –
NO!
A customer often puts in first objection as he doesn’t want to buy your product – At such situation, don’t defend yourself telling how good your product is, how many people are there having good experience using it, etc. This won’t prove to be the right course of action. Since, you will end up falling into the argument that you may or may not win. This, in either of the cases, won’t work to make customer buy from you. consult4sales.com
Solution –
The thing that works well here is not trying to prove that why the customer should definitely buy your product. Instead, quickly do a need analysis and further your communication by asking him – What product does he use currently? Since how long he has been using that? What kind of features does that product carries? Etc.
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Conclusion – Such need analysis will help you handle the customer objection efficiently and turn it to the way you want. So, it will help you have a healthy sales-call in the manner you would like to continue it. Handling the objection is about quietly embedding your need analysis around the objection and not trying to argue with the customer on that objection.
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Sales Mantra on Doing Need Analysis – Don’t argue with the customer Quietly do the need analysis around the objection, and try to find out his experience of using it
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