How to Overcome Objections in Sales Negotiations?

Hearing a “NO!” during sales presentations are parts and parcels of negotiations which amateur salespersons so painfully dreaded. Instead of getting defeated by these common obstacles, learn how you may handle clients' objections tactfully, and use them to your advantages in closing the sales!

Step (1): Empathize● Not advisable to get

defensive

● Understand clients from their viewpoints

● Example: “I understand how you are feeling! Others had thought the same say too, until they realized that … ”

Step (2): Probe

● Allow clients to explain their concerns

● Dig deeper if necessary

● Example: “I see, you are concerned about the … ”

Step (3): Clarify

● Address clients' concerns

● Emphasize how benefits can outweigh costs

● Support your stance with statistics and testimonials

● Example: “Have I answered your concerns?”

Further Read:

● How to be a Good SalesPerson?

(http://goodsalesperson.blogspot.sg)