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I'm going to share with you an effective presentation skill for handling objections that will work 100% of the time, however only 5% of salespeople use it and make lots of sales.
Before I tell you what it is, let's clarify what's an objection. An objection is a statement like, your price is too high, we're happy with our current product or service, we've already spent our budget. What's the prospect really saying? I'm interested in buying, however, you haven't proven to me your product or service is better than the next guy.
Most sales people look at an objection as a way to quit on the sale, top sales people look at it as a way to make a sale, because by stating an objection the prospect has shown interest.
Why do objections occur?
1. There are doubts or unanswered questions in the prospects mind.
2. The prospect is interested in buying, however, needs someone else's approval.
3. The prospect doesn't want to buy.
Here's the fool proof sales presentation skill for handling objections. Let me warn you, it will require some work. Get a couple pieces of paper and write down every objection that you can think of why people won't buy from you. Leave a few lines of space between each objection. Now, under each objection that you listed right down the benefit of your product or service that will overcome their objection.
Now, deal with each of the objections in your presentation by presenting the benefit that you can provide. I know, all this time you've been taught to ignore the objections or to avoid them. Well I'm telling you to use this presentation skill and confront the prospects objections head on.
If you take the time and put in the work to use this presentation skill, the number of objections will go down and your sales will go up.
Obviously these are not the only sales skills to master. More will be added in the future so check back often. Also check out my free sales tips, sales techniques and sales articles.
Return to sales skills from this presentation skill.
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