People are often mislead by a request for information, a condition of sale, or a block or stall. Many sales people mistakenly think these are objections when, in fact, they are not. Here’s the difference:
A request for information is simply that. The buyer wants additional information to aid them in making a decision. The challenge is that many times it comes across as an objection because of the way it is presented by the buyer.
A condition of sale is an element of the decision-making process that you have no control over. The most common example is when a person wants a specific product feature or perhaps a service that you don’t offer. It won’t matter how much you try to overcome that issue, if the buyer is set on having that particular feature or service, you will not likely close the sales.
Lastly, a block or stall is usually an excuse to postpone or avoid making a buying decision. You will frequently hear this expressed as, “I need to think about it” or something similar. This is most often a result of failing to effectively position your solution.
Listen carefully to what people say. If it sounds anything like these chances are you are not dealing with a true objection. If you are unsure, ask an additional to clarify before you automatically start offering a solution.
Kelley Robertson helps sales professionals close more sales at higher profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.
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