Real sales objections, which come up as you try to close the sale, can often be prevented by using effective questioning techniques at an earlier stage of the selling process. We get these real objections because we don't present something that the prospect wants in our sales proposal. Working with my sales teams we have highlighted 3 selling techniques that will prevent these sale stoppers from occurring and help you to close more sales.

They're called real sales objections because they are true objections based on real concerns that the buyer has. The other type of objection is the smoke screen. A smoke screen objection is one that hides the real obstacle to the sale. For example: If you don't grab the buyer's interest at the introduction stage of the sales process you often get vague objections such as, 'Leave me some information,' or, 'I want to think about it.' These are vague, none specific, and require different techniques to the real sales objections to prevent them occurring.

Try These Simple Techniques

1. Build an effective sales questioning stage into your selling pitch or process.

Use a structure that starts with open questions to get broad information from the prospect. This will give you an overview of what they want. Then use alternative answer questions where you offer two or more alternatives, and closed questions that prompt a yes or no reply.

This sales questioning technique, sometimes called the questions funnel, will give you an overview followed by more specific detail.

2. Always use summaries to check your understanding

Always summarize the information the prospect gives you at this stage of the sale. You want to check that you have understood the answers they have given, and that you know what they want from the product or service you are selling. You also use a summary to check that you have all their needs. You do this by asking if there is anything else, is there anything you have missed, or are there any other benefits that they have thought about while you have been talking.

3. Base your sales presentation on their answers

I often see sales people ask good questions and then go into a standard sales presentation that doesn't use the valuable information that the prospect has given them. Let me give you one really useful sales tip: Take notes at the sales questions stage. Then use your notes to form your sales presentation. Use the information the prospect has given you as the basis for your sales proposal. Do not use a standard sales pitch. Tailor it to your prospect's needs. Think of it this way: When you use effective questioning techniques, and take notes, the buyer will write your sales proposal for you.

Prevent "Real" Sales Objections

Use the 3 sales techniques above and you will prevent many real objections. Your questions will have gathered all the buyer's requirements. You will have checked that you have covered everything by using a summary. You have used their information to write the proposal you have presented to them. Build this into your selling process and you will prevent objections and close more sales.

These 3 selling techniques will increase your sales, stop sales objections, and give you great confidence when closing the sale. See how to add them to your sales pitch or selling process at Sales Training Course.

By: Stephen Craine

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