A Simple Strategy for Handling Client Objections
Do You Struggle When Prospects Raise Objections?
Traditional sales training teaches you "objection handling." The prospect raises an objection. You deal with the objection. The prospect raises another objection. You deal with it.
This is hard work.
It can seem like you are constantly dealing with uninterested prospects. Even more importantly, the prospect often feels that, if they have to raise these objections, you are not the right fit for them.
So here’s another way:
Raise Objections for the Prospect
This way the prospect has to deal with the objection. It’s a little counter-intuitive for them. But they end up getting rid of objections themselves.
It’s also far better that you get objections out in the open. It’s much worse to hear that a prospect has decided not to use you for a reason that they never brought up. If only you’d had a chance to talk to them about it you might have won the business!
This system means you’ll never be in that position again.
P.S. Find out more ideas on how to increase sales with today’s buyers: download my free e-book "Ten Common Print Selling Errors and What To Do About Them." You’ll also receive my regular “Views from the print buyer" bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."