Close More Sales by Transforming Objections Into Opportunities
A strong sales team is the root of every successful business, but sales can be challenging. You’ve probably experienced this firsthand, as many entrepreneurs got their start in sales or, at the very least, developed their sales skills to pitch their businesses and products to potential investors successfully. In most cases, after a business starts to bring in profits, the entrepreneur will step away from the sales role, hire salespeople, and delegate all sales responsibilities. But once you step away from the sales game, it can be challenging to jump back in, especially if it’s been several years since you’ve practiced your sales pitch. So, why is sales such a difficult job? If you’re comfortable socializing, then trying to sell to people can feel like a normal conversation. Unfortunately, most people have developed a negative impression of salespeople. You might have that negative outlook yourself without even realizing it. When you enter a furniture or retail store, do you actively seek help, or do you push away any salesperson who tries to assist you? Most customers who shop at your store believe salespeople want nothing more than to make a sale. They don’t think salespeople have the customer’s best interests in mind. So, how do you shake this stigma? It all has to do with sales tactics.
One of the most challenging situations salespeople face daily is hearing a customer say “no” to them. Some try and read the customer to decide
if it’s worth pushing further. Others might refuse to quit until they hear “no” three times. There’s nothing wrong with asking again after an initial rejection or probing further to find their concerns. But if your salespeople push the sale too hard, customers grow frustrated and take their business elsewhere.
“Just like that, you’re no longer a salesperson — you’re someone they want to converse with.”
The trick is to find the sweet spot. How can you turn their “no” into
a “yes?” Here are two fresh tactics that can deliver the results you’re looking for. Change the Topic
This might sound counterintuitive, but you don’t want to push immediately after a customer rejects your offer. Instead, change the subject altogether. Take the “no” in stride, and ask them about something else, like a local sports team, their clothing, or literally anything else that isn’t the sale. This should open up a dialogue, allowing you to redeem yourself in their eyes. Saying something like, “Did you catch the game last night?” or “Your handbag is really cool. My wife bought a similar style over at Macy’s. Where did you get yours?” will completely change their perspective. Just like that, you’re no longer a salesperson — you’re someone they want to converse with. Once you’ve built rapport, start your pitch again and try to sell. You’ll be surprised by how many positive responses you’ll receive! Restate Their Answer Have you ever received an outlandish objection from a customer? They likely don’t even realize how crazy they sound, so repeat what they said right back to them. First, this demonstrates you were listening, but more importantly, it gives them a chance to reconsider what they just said. In most cases, the customer will change their tune and story, giving you something to work with. They may even open up, sharing the real reason for their immediate rejection of your sale. If you stay quiet and listen to what they say, they’ll likely give you enough ammo to make a sale without additional digging. Anyone can make these sales tactics work with enough dedication, practice, and charisma. Teach them to your sales team, and prepare to watch your customers say “yes” more often.
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