How to Handle Sales Objections

How often have you left a sales meeting (or sales pitch) beating yourself up for not closing the deal when it was well within our reach? And then begins the process of guilt, self- condemnation and intense scrutiny of our actions. Our minds overload with thoughts of all the things we should’ve said and all the things we shouldn’t have said.
Consider this maybe the root of the problem lies in the obvious fact that you’ve know how to close a deal, but you haven’t mastered the art of selling. Say what?!? And yes there is a difference. The best sales focus their attention on trying to understand why a client might not be willing to buy and then works toward appeasing any concerns through guidance and not a hard, high-pressure close.
The old school mentality of ABC (Always Be Closing) has gone the way of the Dodo. So how do we turn our objections into opportunity How? Blocking objections before they show themselves can increase our chances of success.
Let’s examine this. When a client objects there is a high probability that it is not the true objection. Example, if a prospect claims the price is too high, you can rebut by saying, “So if price was not the issue you would do the deal.” (Not in those words mind you but you get the idea). After you call their bluff there is a good probability the client will respond with, “Well. Not really” In short, the first objection is most likely a smokescreen. Once you identify the true objection through gentle probing you and the client confirms it until you can minimize, nullify or eliminate that objection, no crafty closing technique you use will work. Therefore the goal should be to head off any objection before it gets stated. Once the objection is out there we are on the defensive trying to convince the client to change their mind.
So how do we stop the client from objecting to begin with?
Do you remember the article about empathy? During our presentation we should be answering his own questions and we will be in a great position to close the deal because he’s already sold (read: convinced) himself. Let’s summarize:

Objection Prevention Techniques

1) Make a list of all the possible objections as to why the prospect could possibly not buy from you and create rebuttals
2) Think of a rebuttal for each objection
3) During your presentation intertwine the rebuttal into your presentation
4) When you are able, validate each rebuttal with an example, story, testimonial, etc.

If you have done your job at the conclusion of your presentation the only thing they could say is “where do I sign?”