Sather

I have seen many salesmen try and fail because of their failure to overcome objection. Many new salesmen get discouraged when the customer says no. I remember at Kirby we had a saying, we can hear 1,000 no's, but all we need is one yes. When dealing with customers one must understand its much easier for them to say no than yes. What we as salesmen have to do is get the reason for the objection, than think of a savvy comeback. I look at it as a war of wit, and in order to make the sale, you must think fast and hit them with counters for every objection they throw at you.

The most common objection is I cant afford it right now. Many new salesmen get discouraged and often times give up at this point. Honestly, I dont think I've ever made a sale to a customer who didnt use that objection. If somebody wants something bad enough they will find a way to afford it. I would be in beautiful 2 story houses, with 2 brand new Mercedes in the driveway, and they would sit there and tell me they couldnt afford $66 payments on a $2,000 vacuum.

No one likes to be sold! This is the key point you have to remember. The objections are just excuses because they dont want to be sold. You could offer someone a brand new BMW for $300 and still face the same objections. Like I said earlier you just have to find ways around these objections. Be prepared for the objections before you face them. Put yourself in the customers place and think of every possible objection they can throw at you. Its good to write them down, and then think of great comebacks that will make their objection obsolete. If you are a little confused I will give you an example of how I would overcome a few objections when I was selling Kirbys.

Customer: I love the machine, but I just cant afford it right now. Me: I understand, it all comes down to affordability right? So if it was 100% affordable you would definitely invest in the Kirby today.

Take note on what I did. First I over came her objection by agreeing with her. Then I got her to commit to purchasing the Kirby if I could make it 100% affordable. Now this is where I cut the price and work in a monthly payment plan that is affordable for her.

Customer: I already have too many monthly bills to pay. Me: I understand, but we all have bills right? Unfortunately we are going to always have bills until we (pause) Kick the bucket. If we let bills stop us from getting what we want, we could never enjoy life.

This time I had to use a different approach. I made the customer realize that they will have bills for the rest of their life, so thats no excuse for not purchasing something they want. Now that Ive overcame that objection they can no longer use that as an excuse not to buy. Your goal should be getting all the objections out of the way, until they have no more excuses not to buy.

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