Overcoming Sales Objections (Q4 2016)-Overcoming Sales Objections Article

Overcoming Sales Objections Article

Pdf Summary

In the article "Overcoming Sales Objections" by C.W. Miller, the importance of building strong relationships with customers in order to overcome objections and make sales is emphasized. The article suggests that focusing on building the customer relationship, rather than solely on securing the sale, is crucial. The author proposes the "partner" mindset, which involves spending more time asking questions and listening to customers in order to understand their wants and needs. By demonstrating genuine care and interest in the customer, a stronger relationship can be formed, leading to increased trust and a higher chance of making a sale. <br /><br />The article discusses the role of objections in the sales process and explains that objections are often based on emotional hijacking, where subconscious fears or discomforts are triggered. The author offers strategies for handling objections, such as actively listening to the customer, asking for more information to better understand their concerns, and finding ways to address and minimize the perceived cost of the product or service. <br /><br />The article also warns against using emotionally charged tactics to influence customers, as this can lead to buyer's remorse and damage the relationship. Instead, the author suggests using the "CALL" approach: Care, Ask, Listen, and Learn. By genuinely caring about the customer's concerns, asking questions to gain a deeper understanding, actively listening to their answers, and using the insights gained to improve the product or service offering, objections can be effectively addressed and overcome.<br /><br />Overall, the article emphasizes the importance of building strong relationships, understanding customer needs, and effectively addressing objections in order to make successful sales.

Keywords

Overcoming Sales Objections

building strong relationships

customer relationship

partner mindset

asking questions

listening to customers

understanding wants and needs

handling objections

emotional hijacking

strategies for objections