Sales & Service Tip Of The Week

Over time most sales and service professionals find that they receive the same objections.  How about you?  Do you have a response developed for each one?  You should!  Most salespeople quit selling and interacting after receiving an objection, which creates tension in a relationship.  The key is to treat each objection as an opportunity to close.  That’s right, like a buying signal which “triggers” your instincts to go for a trial close.  Try this method as a better means in handling objections.  It’s called the R-PAST method:

Restate – relate as a question and “toss” it right back to the customer.

Probe – keep interacting by asking questions.  Uncover the facts before responding first.

Answer – answer the objection.  Don’t bluff, find out if you don’t know.

Support – immediately summarize on agreed benefits to back up your answer.

Trial close – ask for the order, get agreement or action, go for it!

As you document and develop responses using R-PAST, you’ll be more comfortable and will develop desirable habits.  It’s all part of getting in the “habit of selling.”  Now, start developing answers to your objections using the R-PAST method.