In almost every sales discussion, there will be objections. Handling objection should not always be the difficult part of the sales job.
Sales experts usually do not have to worry about objections because they have mastered the techniques on overcoming them. How do you become an expert then?
One of the ways that my team and I always practice is ROLEPLAYING.
The common objection that I always get is “I need to speak to my spouse first.”
I’ll give you an example below.
Eg: Selling a Financial Education Program
Prospect: I need to speak to my wife first before I sign up.
Salesperson: Totally understandable. I would do the same thing if I were you. But what do you think your wife will say?
Prospect: Im not sure. It could be a lot of things. I need to talk to her first.
Salesperson: I see. Can I ask you, before you get your wife a gift, do you normally seek her permission first?
Prospect: No, of course not.
Salesperson: There you go. Take this opportunity to give her the best gift she can ever get, which is financial security. You are also going to be trained by our financial experts who have been in the business over the last 20 years. You are in good hands, Mike. Lets get yourself started. Sign here and here.
This is just one way to handle an objection. The point I am trying to make here is you need to tackle the objection by agreeing with the prospect first. Give the importance of whatever reason they give you. Build credibility of your product and close. In some cases, all the prospect need is a little bit of push to sign the deal.
When it comes down to closing a deal, you need to prepare yourself before sitting down at the closing table. Always role play all the objections and you will eventually master the art of selling.