Sales training - How to overcome objections

In a sales presentation, it is easy to get caught up in the prospects false objections. Sometimes it is very difficult to get to the real reason for not buying.

When a prospect seems interested, but they still say they want to think about it. You've gone through a lengthy sales presentation and everything seems to be going good, but when you get to the end, the prospect is just not biting.

How do we overcome this? It can actually be very difficult to smoke out a real objection at this point in a demo or presentation. Many times, the prospect simply can't say no, but they won't say yes either. They agree with everything you say, yet they still won't make a decision.

This is why we need trial closing. Trial or test closing is a way to test the "buying temperature" of a prospect no later than halfway through a presentation.

You want to build to a climax in a demo by hitting a hot button with one of your product or services best features. When you notice that the prospect seems to be excited about something you've shown them, then you can proceed to ask yes questions.

Yes questions are basic questions of agreement that allow the prospect to only answer with a yes.

Yes questions would include things like:

"Surely you'd agree that this product would save you alot of money, wouldn't it?"

"If you had something like this, you would use it wouldn't you?"

Then you immediately ask a trial closing question like this:

"So, i mean, if this was affordable, is this something you would like to have?"

By asking this simple question, you not only get the prospect thinking about buying, but you also isolate the objection. If there are other objections, alot of times they will come out at this point.

Basically your goal is to learn how to build value and break the objections down to nothing more than affordability. Which you should always start with a high price learning how to use price conditioning, so that you always have plenty of bargaining room.

This should help you to cancel out fake objections and decrease the amount of time wasted with prospects who are in no way serious.