Objections are a prerequisite for a good day of sales. In fact, if there are no means that you've failed to engage their customers.
The appearance of an objection triggers a flow of information that can help you better qualify a sales opportunity, and better understand the needs and current situation of his client. For this reason is that you have to work to accept and understand the real objections that may arise.
When a company or an individual has an objection to a purchase decision is one of the following eight (or a combination of some of them.) Check them
. Get to know them. When you face one of them analyze their sales opportunities against them. Understanding
real objection is going to help take a step closer to where you need to get there: to get the business or decide it is best to invest their time elsewhere.
The 8 objections
- Lack of perceived value in the product or service
- Lack of sense of urgency to accept the offer
- perception of inferiority against a competitor offering
- domestic policy issues between different areas or sectors
- Lack of budget to buy
- personal issues with the person who makes the decisions
- Influence of an external factor
- Perception that "doing nothing is safer"
(the number 8 is one of the most frustrating for the seller)
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