It’s the worst part of any sales conversation (assuming you’re the seller). You got your client hooked. You deftly took them through your sales funnel. You’re right at the part of closing the deal and they say, “Yes, but…”
There’s a problem. It might be the money. It could be they need to speak to someone else. There’s something that’s holding them back from going ahead. What do you do?
Well, that’s what today’s episode of the Get Real About Business Podcast is about – How to handle sales objections.
Yes, that’s right. There are only 7 objections you’re ever likely to hear. Here’s what we’ll be covering in today’s episode:
- The 7 different sales objections
- The 4 categories pf objections
- A 4-step process for dealing with sales objections
- The polite lie
- Scripting sales objections
- And much more!
How to Handle Sales Objections Cheat Sheet
Handling sales objections can be tricky. For that reason I’ve put together a really handy cheat sheet for you. I’ve outlined the main points of today’s episode so you’ve got a handy reference when you’re next ready to sit down for a consultation. I’ve also included an exercise and sample sales script that will help you prepare for objections that your customers might throw at you.
Click the image below to get your hands on it.
As you’ll see from today’s episode, there are two main phases for handling sales objections.
- The preparation you do now
- The steps you follow in the Moment of Truth when you get an objection
I take you through each of these phases on the podcast, but I want to emphasise the importance of preparation.
Rarely does a potential client give you a “do-over.” You normally only ever get one chance to impress them. They might want more information later, but that first impression is criticial. Screw it up and you blow your chances for the future.
Take the time to complete the exercise on today’s cheat sheet and practice with your friends, colleagues and family. Learning through experience with real clients is a costly way of learning.
As always, I’d love to hear from you. Have you got any tips of your own? Perhaps a sure-fire strategy that works every time? (That would be really great wouldn’t it?) Whatever your thoughts, let me know below.
Links mentioned in this episode:
Got a Question You Want Answered on the Podcast?
Every month or so I’m doing a Q&A episode where I answer your questions about strategies for growing your business. If you ask something I can’t answer or I feel will be better answered by a specific expert, I’ll find that person to get an answer for you.
To ask a question to be answered on the podcast, leave a comment below.