Sales & Service Tip Of The Week

How did last week go in handling complaints?  Didn’t have any?  That’s great!  Now, let’s continue with step four – Answer Objections, another sales opportunity for you to close.  That’s right, close!  This may be the “first clue” as to the customer’s thought process and surfaces where the person is in the buying process.  The customer may be ready to buy.  All you have to do is to get the person to act upon it.  Why do customers have objections?  Maybe the customer doesn’t know something and is asking for clarification.  Or, the person is confused and misunderstands what is said.  The customer could be making an excuse and possibly objecting out of habit.  Or, maybe the customer has “legitimate concerns” before proceeding.  Your job is to find the answers as to the “whys” and persuade the customer to buy.  If they don’t buy from you, they’ll buy from your competitor.  Either way, a sale is made.  Objections are a natural part of the selling process.  Don’t we ask questions of our customers?  Can’t they ask questions of us?  Sure they can!  Start documenting your objections for the week.  Next week we’ll unfold a method of responding and answering objections.