Easy Steps on How to Overcome any Sales Objection
Overcoming Objections: A Simple But Winning Formula. Find out the easy way on how to get what you want from any sales situation by overcoming any hurdles.
From time to time we will get some resistance on what we have to sell. As people we are not always comfortable when people are not 100% supportive or in agreement to what we say.
We want are products and personalities to be received positively and to be recognized in the best possible way. When we get confronted with an objection from a buyer we need to stay focused and get past the situation by providing a solution for the buyer.
The sales person and the buyer are in exactly the same situation the two of them don’t want the objection. But facing an objection normally leads to tension, panic, confrontation and general uneasiness and sometimes a lack of confidence from both parties.
What we need is a tried and tested process that will satisfy both parties on all occasions.
This formula has outstanding success rates that the Training Expert uses personally and has trained hundreds of sales people, mangers and business’s in this simple but winning formula of overcoming Objections.
The process is called SLAM ON
S - Stay calm and cool
L - Listen and Learn
A - Acknowledge
M - Manage the objection
O - Overcome/Outweigh
N - Nail the sale
Staying calm allows the sales person to think clearly about the objection and recognition the other party’s position. This empathy is a good foundation to start resolving the issue.
Listening and learning enables the sales person to "fully" understand the objection
Acknowledging the objection signposts to the buyer that we are prepared to do something about the objection and we sending a message that we are about to do something about it...It’s important that we make this intention very clear.
Manage the objection by providing your solution to the objection
Overcoming/Outweighing the situation with the solution or if a solution is not feasibly available you use this opportunity to cleverly outweigh the problem with all the great positives they will get by using your product.
Nail the sale........don’t forget to close again!
James Pope, The Training Expert
www.thetrainingexpert.co.uk
We want are products and personalities to be received positively and to be recognized in the best possible way. When we get confronted with an objection from a buyer we need to stay focused and get past the situation by providing a solution for the buyer.
The sales person and the buyer are in exactly the same situation the two of them don’t want the objection. But facing an objection normally leads to tension, panic, confrontation and general uneasiness and sometimes a lack of confidence from both parties.
What we need is a tried and tested process that will satisfy both parties on all occasions.
This formula has outstanding success rates that the Training Expert uses personally and has trained hundreds of sales people, mangers and business’s in this simple but winning formula of overcoming Objections.
The process is called SLAM ON
S - Stay calm and cool
L - Listen and Learn
A - Acknowledge
M - Manage the objection
O - Overcome/Outweigh
N - Nail the sale
Staying calm allows the sales person to think clearly about the objection and recognition the other party’s position. This empathy is a good foundation to start resolving the issue.
Listening and learning enables the sales person to "fully" understand the objection
Acknowledging the objection signposts to the buyer that we are prepared to do something about the objection and we sending a message that we are about to do something about it...It’s important that we make this intention very clear.
Manage the objection by providing your solution to the objection
Overcoming/Outweighing the situation with the solution or if a solution is not feasibly available you use this opportunity to cleverly outweigh the problem with all the great positives they will get by using your product.
Nail the sale........don’t forget to close again!
James Pope, The Training Expert
www.thetrainingexpert.co.uk
|
Use the feedback form below to submit your comments.
Use the form below to email this article to your friends.
- Automotive Sales Training
- Real Estate Sales Training
- Upgrading Your Sales Force Through Sales Training
- 5 Keys to Ensuring a Spectacular Sales Training Engagement
- Insurance Sales Training
- Sales Training - Making it Stick!
- Auto Sales Training - Understanding Sales Training in Auto Sales
- Sales Training Effectiveness: Increase Your Bottom Line With Sales Training That Sticks
- Why Sales Training Fails
- Sales Training Speaker Rates Sales Prospecting Training
- Does Your Sales Training Program Address Your Sales Performance Issues? Part 1
- Sales Training: Five Critical Issues For Sales Leaders
- Sales Training: A Sales Champion Harnesses the Power of Questions
- Sales Training: The Keeper of the Spring
- Sales Training – Persuasive Presentations
- 7 Advanced Sales Training Skills Required for C-Level Selling - Part I, Interviewing
- Sales Training: Stop Traditional Based Selling & Focus on Consultative Selling Now
- Does Your Sales Training Program Address Your Sales Performance Issues? Part 2
- How to Manage Sales Training on a Tight Budget
- Sales Training Success: You Can’t Succeed Alone Because That is Not Success
- Sales Negotiation Training: Effective Sales Negotiation Skills and Techniques
- How to Become a Successful Car Salesman
- Salesman Job Description
- Door To Door Sales Tips
- Sales Associate Duties
- Salesman Tips
- Sales Training Techniques
- Persuasiveness in Business/Sales
- Selling Ice to Eskimos!
- Those Sneaky Salesmen and How To Get Around Them
- Selling Is Everyone's Business: What It Takes to Create a Great Salesperson
- Smart Selling