Objections have been notoriously killing sales for as long as we can recall.
What if I told you that 90% of the objections that currently kill chances of making a sale are actually derived from the Sales Representative themselves?
I know, right?! That’s what I said.
It’s actually us who is setting up the mindset to be focused on certain areas that consumers are wired to justify their choice of who to buy from.
Meaning we may be subconsciously setting the mindset of our consumers to be too focused on certain ‘pressure points’ which turn to objections at the end... Pressure points of: - Lower Cost / Lower Rate
- Brand Recognition
- Quality and Reputation
So when we initiate our sales conversation and choose to immediately focus on these ‘pressure points’, we take our eyes off of the main prize, which is HELPING our consumers achieve a specific result.
The result is directly tied to an immediate solution (lower rate = lower payment, monthly savings, etc) and thus give us the leverage we need to ease these pressure points.
Keep it simple and keep it easy to buy.
The consumer will be geared to worry about price at the end of your pitch because you keep saying things like “we have the lowest prices…” or are upset about turn times because you the expectation you set and focused on was “…we’re the fastest in the nation..” and some need to think about the offer you present because you simply went over way TOO MUCH details upfront giving your prospect reason to ‘think it over’. Focus on one thing. No, not making a sale. Focus on asking the right questions and extracting the true reasons why your prospect needs the result of a lowered payment and map out a solution (sales pitch) that will justify any of these pressure points listed above.
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