Jiu-Jitsu of Sales. How to Deal with Objections
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Technologies similar to Cookies
Similar technologies are technics or tools, using certain characteristics to identify devices so that visits to a website can be analyzed. It includes, for example, HTML5 local storage, local Shared objects, fingerprinting techniques, tracking pixels and plugins.
For ease of reference, cookies and similar technologies are referred as "Cookies".
Usage of Cookies
Cookies enable us to provide users with certain features and supply us with information about website visits.
We also make use of cookies to make our site more user-friendly, to better understand our existing and prospective customers, including associating a user with different devices and browsers that they may use for online targeting and advertising purposes.
Jiu-Jitsu is an elite Japanese martial art whose basic principle is not to resist, but to yield to the opponent's attack by simply directing his actions.
Most of the objections a salesperson faces are not directed at a specific offer or product. Their headache is the internal limitations of potential customers: fear of making mistakes and fear of failure.
Not everyone likes to try new things, not everyone has the natural courage and ability to make quick decisions. Putting pressure on the client at such a moment is not an option. In response, they will start to resist and put pressure on you. By using external force, we are dealing with an internal problem. By persistently trying to convince someone of our rightness, we cause the opposite effect - we get resistance. Physics: the force of action is equal to the force of reaction.
Agree
The best way to deal with an objection is not to fight it, but to agree with it. Adopt the philosophy of jiu-jitsu: instead of blocking a punch (objection), you need to redirect the movement, using the speed and power of that "punch". Use the objection as the basis for an argument. Talk about the benefits and what the customer may not have seen or overlooked.
"Why is it so expensive?"
Expensive, yes, but compared to what and who? Don't ignore the negative, don't try to hide it. Comments from sceptics are fuel for sales growth. They highlight the issues that are holding back new customers. The best way to get attention is to answer the question that most concerns the consumer. Find the most discussed objection and turn it into an advertising hook.
The customer needs to know and understand their value. What will they get by buying your product or service? It's not how much a product costs, it's what it does. "People buy things not for the things themselves, but for what those things give them" Dan Kennedy.
Focus on the value and benefits of what you offer. Show how it will benefit potential customers and what problems and pain points it solves.
Most of the objections a salesperson faces are not directed at a specific offer or product. Their headache is the internal limitations of potential customers: fear of making mistakes and fear of failure.
Not everyone likes to try new things, not everyone has the natural courage and ability to make quick decisions. Putting pressure on the client at such a moment is not an option. In response, they will start to resist and put pressure on you. By using external force, we are dealing with an internal problem. By persistently trying to convince someone of our rightness, we cause the opposite effect - we get resistance. Physics: the force of action is equal to the force of reaction.
Agree
The best way to deal with an objection is not to fight it, but to agree with it. Adopt the philosophy of jiu-jitsu: instead of blocking a punch (objection), you need to redirect the movement, using the speed and power of that "punch". Use the objection as the basis for an argument. Talk about the benefits and what the customer may not have seen or overlooked.
"Why is it so expensive?"
Expensive, yes, but compared to what and who? Don't ignore the negative, don't try to hide it. Comments from sceptics are fuel for sales growth. They highlight the issues that are holding back new customers. The best way to get attention is to answer the question that most concerns the consumer. Find the most discussed objection and turn it into an advertising hook.
The customer needs to know and understand their value. What will they get by buying your product or service? It's not how much a product costs, it's what it does. "People buy things not for the things themselves, but for what those things give them" Dan Kennedy.
Focus on the value and benefits of what you offer. Show how it will benefit potential customers and what problems and pain points it solves.
Listening
Sometimes customers just want your attention. One way to give it is to listen. Listen attentively, actively and with interest. Find out why they need the product. What is the result of using it? Remember that you are building a relationship of trust with a potential customer. A relationship of complicity must be established because you are not there to persuade and cajole, but rather to "get people to join in".
Ask questions
Let's face it, we often take objections as doubts about our competence. Keep your cool! An objection isn't a personal insult, it's an indicator that your prospect hasn't made a decision yet. You may not have convinced them or understood them completely. Make sure the objection isn't hiding another problem.
Dead ends and "why?
Objections that arise during the sales process almost always fall into one of the following categories:
- Price.
- Competitors/Relationships.
- Time/resources.
- Dates/Calendar.
- Product/value.
- Time.
«ut sometimes we come across an objection that takes us by surprise. We are not prepared. In these cases, be honest, tell the truth. Asking "Why?" will give you more time to prepare an effective answer.
Sometimes customers just want your attention. One way to give it is to listen. Listen attentively, actively and with interest. Find out why they need the product. What is the result of using it? Remember that you are building a relationship of trust with a potential customer. A relationship of complicity must be established because you are not there to persuade and cajole, but rather to "get people to join in".
Ask questions
Let's face it, we often take objections as doubts about our competence. Keep your cool! An objection isn't a personal insult, it's an indicator that your prospect hasn't made a decision yet. You may not have convinced them or understood them completely. Make sure the objection isn't hiding another problem.
Dead ends and "why?
Objections that arise during the sales process almost always fall into one of the following categories:
- Price.
- Competitors/Relationships.
- Time/resources.
- Dates/Calendar.
- Product/value.
- Time.
«ut sometimes we come across an objection that takes us by surprise. We are not prepared. In these cases, be honest, tell the truth. Asking "Why?" will give you more time to prepare an effective answer.
Give in to the onslaught
Don't let your emotions get the better of you. Objections are an opportunity for dialogue. Don't show your counterpart that you disagree with them. Don't forget that the customer is usually right and just wants to be appreciated and reassured. The purchase should evoke positive emotions. A dialogue based on overcoming objections often becomes the basis for a long relationship with a potential customer.
In other words, don't sell the car - sell the exhilarating freedom of driving. Don't sell the power drill: sell the beautiful painting on the living room wall. Don't sell a mattress - sell the comfort of a good night's sleep.
Empathy
With more than a dozen business partners in our case, Fincraft Capital successfully handles objections and ensures clear communication and transparency throughout the transaction process. Our approach is based on empathy and understanding the needs of manufacturers, suppliers, retailers and drop shippers. The result of the Fincraft Capital team's appeals process is favourable contracts and long term relationships based on mutual benefit and respect.
Don't let your emotions get the better of you. Objections are an opportunity for dialogue. Don't show your counterpart that you disagree with them. Don't forget that the customer is usually right and just wants to be appreciated and reassured. The purchase should evoke positive emotions. A dialogue based on overcoming objections often becomes the basis for a long relationship with a potential customer.
In other words, don't sell the car - sell the exhilarating freedom of driving. Don't sell the power drill: sell the beautiful painting on the living room wall. Don't sell a mattress - sell the comfort of a good night's sleep.
Empathy
With more than a dozen business partners in our case, Fincraft Capital successfully handles objections and ensures clear communication and transparency throughout the transaction process. Our approach is based on empathy and understanding the needs of manufacturers, suppliers, retailers and drop shippers. The result of the Fincraft Capital team's appeals process is favourable contracts and long term relationships based on mutual benefit and respect.