Overcoming the 3 Most Common Objections When Selling

Unless you’re the world’s most perfect salesperson, chances are you’ve run into objections before that have threatened to derail the entire sales process.

In fact, as a salesperson, you should welcome these objections, as they give you a chance to sharpen your sales skills and increase your likelihood of converting more prospects to buyers in the future. Don’t panic when you encounter these roadblocks – instead, welcome them as learning opportunities and be prepared to beat your buyers at their own games.

The following are three of the most common  sales objections you’ll encounter, whether you’re selling low cost products, high value services or anything in between.

Objection #1 – “I need more time to decide…”

Especially when you’re selling big ticket items, one of the most common objections you’ll see is the classic “stall” maneuver. If your prospect says that he needs more time to think about something, be aware that he’s usually subconsciously using this technique to cover up an even bigger concern.

For example, your prospect may be stalling because he doesn’t feel he can trust you, or because he doesn’t completely understand how your offering will help him specifically. In either case, he’s attempting to exit the situation without hurting your feelings and addressing what’s really on his mind.

In this situation, your best bet is to keep him talking. If you give the prospect time to think and promise to return later to follow up, the odds are there isn’t going to be a “later”. To prevent this from occurring, get in the habit of asking more questions whenever objections are presented. Consider the following example:

“What was it about my proposal that you wanted to think over? Is there anything I can explain better to make the benefits of my product clearer right now?”

By keeping your prospect engaged in the conversation, you should be able to uncover his true objections and meet them head on in order to keep the sales process rolling.

 Objection #2 – “I can’t afford this right now…”

Ideally, your sales process should make the value of the product or service you’re selling so crystal clear that your prospect simply can’t wait to close the deal in order to start saving time or money.

Here’s a great response.  “Although I know that price might seem high compared to my competitors, you have to look at the long term savings. Over five years, my product has the potential to save your company over $10,000 – far more than what my competitors can guarantee.”

By addressing the specific objections you anticipate up front, you remove that from being a concern that has the potential to prevent your sales from occurring.

Objection #3 – “I’m just not sure I need your product…”

Has this one ever happened to you? You’ve gone through your sales pitch, carefully highlighting the benefits of your offerings – practically making it seem as if your prospect couldn’t live without the item or service you’re selling – only to hear, “I’m not sure I really need that…”

It’s frustrating for sure, but this objection can be solved through the use of embedded comands– a technique that works by enclosing highly persuasive statements into seemingly ordinary speech in order to “soften the blow” and subtly shift your prospect past his objections.

As an example, say you followed up your prospect’s objection in this case with the following statement:

“I understand your objections, but let me take a quick second to review the benefits of my product so that you can buy with confidence.”

On the surface, it seems as if you’re just transitioning the conversation back to the benefits of your product or service. But in the process, you’ve also casually integrated the command, “buy with confidence” into your sales pitch, giving your buyer powerful subliminal cues that encourage him/her to close the deal.

Do you have sales charisma? Look at these 8 tips

Would prospects rate you as a sales person with charisma? It's that special kind of charm or appeal that attracts people to like and trust you.

"Charisma is the differentiator for any person who wants to sell anything -- ideas, products or themselves," says Cynthia Burnham, author of "The Charisma Edge: A How-to Guide for Turning On Your Leadership Power."

Here are some quick tips to raise your charisma quotient I grabbed after reading some of Cynthia’s work.

1. Stand up straight. "It seems so simple, but it is amazing to me how many people ignore this important advice," says Burnham. "We haven't had a president who was shorter than average since the five-foot-seven-inch William McKinley, in 1896. (Ironically, a mountain was named after him.)" Taller is seen as smarter, more confident and more credible around the world. Because of the way we are wired neurologically, standing up straight also makes you feel more self-assured, calm and in control -- great ways to go into a sales call.

2. Practice your handshake. Think you have a great handshake? How do you know? This is one of the only ways you can connect physically with businesspeople, and it's very powerful. Research shows job interviewers choose people with better handshakes. Ask your friends, neighbors and coworkers to help you find a good pressure and appropriate grip.

3. Hold eye contact one extra eyelash. We break eye contact when we feel connection kick in. When you feel the "click," wait a tiny instant -- perhaps only an extra tenth of a second -- then break way. Do this especially when shaking hands or meeting a prospect for the first time.

4. Lower the pitch (not volume) of your voice. Both men and women are perceived as more credible, compelling -- and pleasant -- when they have low, relaxed voices.

5. Pause before answering. Don't be in such a hurry. Train yourself to take a breath before answering anything. The small space of one breath will allow people to catch up to you, will give your brain time to come up with the best answer, and will make you look thoughtful even if all you've really done is breathe.

6. Reduce extraneous nodding. Sometimes we undermine how powerful and in focus we are by nodding like a bobble-head doll. Nod once or twice with a smile of agreement. But find your still center and stay there.

7. Flash eyebrows. And smile. Body language shows the "eyebrow flash" to be a powerful welcoming gesture. Raise your eyebrows once, let them relax back, and smile. This gesture tells others you are delighted to see them.

8. Be willing to laugh. We get so serious. Shared laughter connects us with others. Don't be afraid to laugh genuinely with your prospects.

"If you want to lead people in new directions, move them to action, or simply connect quickly and easily with the important people around you, an extra jolt helps make it happen," says Burnham. "Great leaders, great team members, great salespeople all benefit from ways to look, act and feel more powerful and confident."

Five Tips for Leaving a Voicemail Message They'll Return

Get the Call Back: Five Tips for Leaving a Voicemail Message They'll Return

Whether you are making a cold call or phoning a valuable customer, there's a good chance you'll be leaving a message. Given the ease at which someone can hit "delete" and move on, it is essential to hone your skills at that short and valuable pitch - the voicemail message.

Here are five tips to help you make the most of your voicemail messages:

1. Pleased to hear from you

Introduce yourself as someone your customer wants to hear from and can easily contact. There's a reason for the expression "smile and dial" – some sales pros say that smiling before the call helps keep their tone professional and friendly. Be sure to provide essential information up front (your name and phone number), not at the end. Maybe they'd rather just call you back (wouldn't that be nice?) rather than listen to your voice mail, so make it easy for them to do so.

2. Brief is beautiful

Do not try to pack too much into a voice mail message. Keep things brief and on-target. Be clear and concise. Voicemail is no place for lengthy explanations or anecdotes. Keeping your messages between 20 and 40 seconds is optimal. In fact, it is not a bad idea to practice and time yourself so that you get the message right, and in the right amount of time.

3. Timing is important

If you leave a message on Friday afternoon, it is likely to get ignored on the rush to finish a week's work and get to some weekend fun. And Monday mornings are jam-packed so messages might get lost in the shuffle. Keep time zones in mind when you make calls. Leaving messages at odd hours may be perceived as an effort to avoid speaking to the person you are calling.

4. Master your message

For very important messages, it is worth writing key points out in advance. Lead off with your contact info (as per our first tip above); then, in as few words as possible: establish your credibility, show you understand your prospect's business and marketplace and tie in your value proposition. Don't forget to end your message confidently. You know you can and will deliver value and the two of you will be doing business together so convey it in the tone with which you conclude your message.

5. Leave them wanting more

Leave a message that centers on a call to action, a key date or a time-sensitive offer so the customer will have a pressing reason to call you back, rather than one that creates a decision not to buy based on the voicemail alone