What is the customer really saying when you get one of the common objections like “I’m Not Interested” or “Not today?”
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First of all, understand that 70% of in-person sales come from interested clients. Don’t get too worked up about people who are not interested. Don’t feel like the most important thing is knowing how to handle objections. The most important thing is getting clients interested at the beginning and then keeping them interested.
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Your primary goal is to make more clients interested initially, not to switch them back over from being disinterested.
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Understand that a lot of the objections you get out in the field can be avoided by the opening that you use, your presentation, the way you walk in, etc. (Your real goal is to try to avoid objections altogether.)
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This is because objections are usually saying one or both of these:
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I don’t trust you.
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I don’t like you.
5. These feelings may not be your fault, but they do become your problem. These are really the two core objections you have to overcome.
6. Realize, also, that objections are usually a way for a client to validate the first impression of you.
7. Understand the importance of appearance, facial expressions and non-verbal communication. You may be saying things the right way. But the correct non-verbal communication (the tone of your voice, the way you look, and the confidence you show when you walk into a business) is very important.
8. Track your responses to gain understanding. You have to track the real numbers and be honest with yourself if you want to improve your pitch and your responses. If you are thinking, “It is just too difficult,” or “I could never get out there and pitch merchants,” understand the following:
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Someone could make sales in your market. Understand you CAN succeed. There are agents who are doing it. Understand there is something you must change. There is a way you can adjust that will produce results. In business you have to look at yourself. If you don’t believe you can succeed in your present industry, then you are not going to succeed.
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Be careful not to focus on objections and rebuttals. You may come to the point where you are waiting for someone to tell you no. To make sales without getting objections is possible if the business owners are interested. How do you accomplish this? It’s accomplished by offering them savings and presenting yourself the right way and by having a presentation memorized that avoids a lot of objections.
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You will get objections. But when you pitch to a business owner, don’t expect him or her not to be interested or to give you an objection. Let the objections surprise you a little bit. Just because you have the rebuttal memorized, still try to show you are concerned and understand what their real issue is. Don’t just say something quickly with the attitude of “I know the answer to all these objections.” Just because you memorized the rebuttal doesn’t mean you are going to get a positive result. If you give a rebuttal which makes the clients feel like you hear that rebuttal all day long and already have a canned response, you will just confirm their thinking. You should be able to get to the point where you expect people to tell you yes. Now does everybody tell you yes; of course not! A lot of people are not interested; you are not going to be able to sell everybody. But you are going to want to be prepared for the people do say yes.
I hope you have a great day in the field!
Sincerely,
James Shepherd
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