Successful salespeople understand they must ask questions to help prospects and customers overcome the biggest killer of all sales: FUD (Fear, Uncertainty, and Doubt), in the mind of your customer or prospect, also known as objections. An objection is any concern of a prospect or customer, either stated or not, that can keep you from closing a sale or moving an opportunity forward. The next time you hear an objection from a customer or prospect, ask about it and don't defend it.
Here are some questions you might find helpful when dealing with customer objections.
- I am not sure I understand what you mean. Could you say that again?
- Can you tell me more about that?
- Compared to what?
- If the price were the same as theirs, whose would you choose?
- What do you like about their product/service?
- How do you feel about that?
- What would you like to change about _____?
- What concerns do you have?
- What's working well with your current provider? What's not?
- Besides that, what else concerns you?
Objections are concerns. Ask about them. Work to understand what your prospect is thinking, and everyone will benefit!
Join us in our interactive Overcoming Objections workshop as we explore ways for you to overcome FUD in the minds of your prospects and customers.