SalesHQ

I always have a couple of previous clients that have agreed to be my references and get them in touch with the potential clients. People love testimonials and it gives them an additional opportunity to network with someone else who is on "my team".

Depending on the initial  fales objections open ended questions geared for the client to  tell me more or tell me why . The open ended questions are used  to diffuse the false objections.

  Opened ended questions are questions that cannot be simply answered with a yes or no. Open ended questions compell the client to give an explanation.

  Once that has been diffused a simple question of Mr. Client  what is the real reason you are hesitating moving forward works well at finding the real objection. There are al kinds of questions to ask the client to find the real objection and answering that objection. I choose which direction depending on the clients personality.

  When I get to the real objection I love why do you feel that way?

  I have the most fun with the clients who do throw false objections my way.It is also fun for the client. Today was kind of neat a person sent in a one hundred dollar check  to the company to give to me and stated  that it was the most fun they have had with a buying decision. Thye were  amazed at how much fun they had.

    What I have found I can say anything I want as long as I phrase it in a question that the client can answer.I want them to talk  and 9 out of 10 times they close themselves. However I must guide them with my questions.

Probe awat with open ended questions, then sit back, shut up and let them speak.

tkearney says ...

Probe awat with open ended questions, then sit back, shut up and let them speak.

 

 

Bingo.

Has anyone talked about the potential client body language? They start projecting impatience and a bit of hostility.

great idea Richanna, post a thread please!

to answer the original question...i actually use my gut a lot of times...so if i'm really trying to find the hidden objection...sometimes i will just bring up in the conversation the answer of  the objection that they haven't given me yet...like i'm reading their mind...now... i just sell advertising.  but using my gut does help me a lot in finding the hidden objections...cause i'm wanting my customer to close on that call or shortly soon after. i think if you leave the call with out getting to the real objection...odds of closing will be much harder.

Thank you so much for your great input.  How long has it taken you guys to get to the point when you find the objection? one day, an hour?

If your gut is telling you that the customer has a hidden objection, and that you've used all of your info gathering, drawing out and questioning tricks that you have up your sales-sleeve, then sometimes you just have to contend with the fact that their objection is something that they can't say to you.  Perhaps they are embarrased, perhaps they are too polite.  Some examples of these objections are:

The prospect just doesn't like you.

The prospect has bad credit.

The prospect thinks she/he can get your product cheaper some where else, but doesn't want to say for fear of you doing the hard sell on them.

The prospect really doesn't trust you or your company.

The prospect has bad experiences in the past.

The prospect doesn't have confidence in your product.

The prospect is not sold yet.

The prospect thinks he/she can't make the decision alone, but doesn't want to admit that because it makes them look less important in your eyes.

The prospect doesn't like your company.

The prospect wants to comparison shop.

The prospect thinks that you are incompent.

The prospect has personal issues or problems.

The prospect thinks that you care more about making the sale than about really helping her/him get what he/she wants.

Here's what I teach as one of the best ways to uncover hidden objections or putting an end to false objections:

"I'm not promising that we can, but if we were able to address your concern about [insert prospect's objection here], are you prepared to move forward with [the project / the purchase / this / this investment]?

Skip Anderson

Skip in your question, it shows that you are still trying to find the hidden agenda and one would be open again to argument.

you asked us how long....for me it's not that long.  my sales happen through a series of qualifying.  the qualifying and asking questions that give me the motion to move forward with the call and close it.  I could close a customer on the first call..others are longer..you know.  if you start asking questions and the reactions seem odd....then i would usually just follow up in a way that would clear things up and get us back on the same track together.  it's my job as the rep to take the client on the journey and ending with the order getting signed up.  I do not spend my time on prospects that give run around or the types that will say call me back..call me back...call me back..well I guess for the right one I will do that.  I found letting the customer talk usually gets lots of info on the table that is workable...have to set a deadline or people will just want to drag their feet and then me the rep ends up in the end with a ton of business to close...don't assume what your customers are thinking...it's probably not what you think....let them tell you.  they will.

yes find out why.  don't waste your time. have your pipeline full and always be closing!!!

This is exactly how you find out if it is a final objection or not.

I am defining a final objection from a false objection. You must weed out the false objections.

i.e. You walk into a retail store Employee: Can I help you find something? Response: No thank you, I'm just looking. (Auto Response Objection) The employee should obviously start by asking a better question such as what's your favorite color or how's the weather outside to engage the client FIRST. No, just looking is a common auto response objection in this setting.

There is a step by step process that you can use to find final objections or turn objections into committments. 1. You hear an objection, first thing you do is ignore it 2. If it comes up again HEAR them out and LISTEN. 3) You feed the objection back to them. So if the objection is price, "It costs too much?" very simply put it on them and say it in a soft questioning voice, "It costs too much? Then, THEY have to justify why it costs too much. 4) Ask a question. For arguments sake say the objection is (objection) Then ask them this, "So say for instance we took care of (objection) you would definitely be interested in (service/product/whatever it is you're selling right?) Their response is the REAL objection(s) if any. Response if there is a true objection should be something to the effect of yeah for sure we'd go forward then it was their true objection but to uncover the real objection they would tell you what it was, "well we would need or there are still...and make sure you LISTEN. That's how you find a final objection. You could also use this technique, (I know you have reasons for saying this, may I ask why that is?) Note to say reasons not good reasons because that would confirm they have good reasons not to buy. 

These techniques have helped me greatly in my career as a sales person.

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