Overcoming Customer Objections

Overcoming objections can be a terrifying thing for many in business. Salespeople are often taught to look for objections so they can "overcome" them; however, this process can still be scary.

Steve Marr had this to say in a recent article:

Many business owners are reluctant to address possible objections, fearing they are just opening a can of worms. In reality, customers will have one or more objections, and by ignoring the objections, we are just being naïve. And we are losing sales.

In the early days of the ship cruising industry, many perspective passengers were concerned with becoming seasick. Rather than ignoring the concern, many cruise lines marketed the fact that ships were outfitted with stabilizers, even citing the fact that new cruise liners were not the troop transport ships of the 1940s that sickened many troops crossing the ocean. Furthermore, brochures explained how Dramamine skin patches would help those susceptible to motion sickness. By addressing the issue straight on, many more bookings were achieved.

King Solomon said, “He who gives the right answer kisses the lips” (Proverbs 24:26 NKJ). Part of our job is to anticipate customer questions and then give the right answers. That is, indeed, a very sweet thing!

To read the rest of the article, go here.