Closing techniques for overcoming objections & sales rebuttals

Written by rachael hope
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Closing techniques for overcoming objections & sales rebuttals
Offer a handshake to build rapport to being the sales process. (BananaStock/BananaStock/Getty Images)

Oftentimes the most difficult part of a salesperson's job is overcoming a customer's objections, and offering rebuttals that come across as valid and sincere. The last thing you want to do is argue with a customer's concerns. Part of building a successful sales rapport includes asking probing questions to find out a little of their personal, day-to-day activities, and using that information to validate their objections and offer solutions that fit their lifestyle.

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Get Familiar With Common Objections

Common objections may include "I need to talk it over with my spouse first," "I need to shop around first" or simply "I need to think about it." These are all easy to overcome if you have confidence in yourself and your product. For the customer who wants to talk to his spouse, ask what he thinks she's looking for and what her objections might be. Address his response and offer a call to the spouse to close the deal. If the customer wants to shop around, be sure you know your competition, its pricing, and what makes your product/service superior. Most customers don't want to put in the legwork to shop around; they just want reassurance they're getting the best deal. If a customer states he'd like to think it over, ask him what hesitations he has and address them. Ask if he has any more questions, and if the answer is no, ask for the sale again.

Ask Open-ended Questions

Open-ended questions include "what's most important to you in this product?" and "what's stopping your from buying today?" These types of questions force the customer to engage in conversation and offer information that's crucial for you to provide a personal sales experience. The opposite would be to ask a closed-ended question such as "do you want to buy today?" This provides the option to simply say "no," a response that's hard to overcome.

Role Play

By playing out realistic sales interactions with your peers, you gain experience in overcoming common customer objections. You can practice what flows easily and most comfortable for you over and over again. You may feel silly at first, but you'll see big results during your sales pitch. By practicing the conversations, your reactions to customer objections will come easily and confidently.

Don't Be Afraid of Rejection

Rejection is an integral part of the sales process. According to the Kansas City Business Journal, you must get the no before you get the yes. This is because rejection and objections are simply buying signals in disguise, and knowing this becomes key in closing the deal. Although It can be tough to deal with rejection because you're selling yourself as much as you're selling a product, keep your ego and emotions out of the interaction. Instead, recognise that you're on the right track and combat rejection with product/service knowledge.

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