Business Obstacles

“Obstacles are necessary for success because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats.” Og Mandino

Having a discussion about selling something to a prospect/customer can easily turn awkward or even worse come to a stop once they present an objection. Even now with the introduction of technology and communication going through email, it is often hard to tell the tone of a customer’s voice, or where he/she is exactly at in the decision making process. To make things easier and stress free on yourself here are a couple tips:

1. Create synergy early on with your customer. Think of it as a working relationship where you each wait your turn to talk and listen respectively. This will help you understand any concerns that may have, as well as, for see any in the future.

2. Make sure you have laid all objections they have on the table and answered every question. If you see a pattern, you can say,”OK Mr. Customer I can see the X is a concern for you. Due to my experience…”

3. Dive in to the objections. Learn as much as you can about each objection. Concentrate on the objections and your solutions to each one.

i.e. Objection: “Your price is way too high”

Solution: Demonstrate the value of the product

Gain Agreement: Yes, it is high quality, I’ll take 2!