Are there common sales objections that you hear over and over again from your customers? Do you have problems handling sales objections? If so, read on for some tips on overcoming and handling common sales objections.

The first thing that you should know about handling and overcoming common sales objections is that overcoming objections is part of sales. Objections should not be looked at as negatives. As a matter of fact, generally if a customer is putting up objections he is probably emotionally involved with your product. Common sales objections are usually a buying signal if handled correctly.

Overcoming and handling common sales objections really depends first and foremost on your knowledge of your product and of your competitors. This is important because you have to have this knowledge to overcome objections, but the real key is listening to the customer. If you know your product and your competitors product pat, then when the customer throws up one of the common objections you will be able to listen to what the customer is saying, rather than thinking about how to respond to what he is saying.

So, if one of the common sales objections you have to overcome is something like “your widget costs too much”, you really have to understand what the customer is really saying. Is your customer really trying to get a discount with this objection? Is your customer telling you that he does not have the budget? Is he telling you that he really needs to understand more about the benefits your widget brings to him? If you really listen and understand what your customer is really saying.

The second step in overcoming and handling common sales objections is asking good and relevant questions. If one of the common sales objections you hear is “your widget is too complicated” or “your widget costs too much”, you really need to ask the customer what he means. The only way to find out what the customer really means is to ask questions. You would start with very general questions, and try to get more and more specific in the questioning process. For instance, you might start with “Mr. Customer, you say my widget is too complicated. If you don’t mind, could you please explain what you mean by that? This open ended question will get the customer talking, and will allow you to gain understanding of the customer’s true intent.

The third step to overcoming and handling common sales objections is to understand how the objection affects the customer emotionally. Most sales people call this ‘uncovering the customer’s pain’. If you ask questions to get to the emotional reason that a customer wants your product or service, you have a much better chance of understanding and overcoming your customer’s sales objection.

If you can follow these three steps, you can be successful in handling and overcoming any common sales objection your customer might bring up. Listen and ask questions and you will no longer fear sales objections. You will look at them as an opportunity. Learn more about this and other sales secrets at =>Secrets of successful sales people

Bill Irby has successfully sold products and services for over 35 years. He has been exceptionally successful selling for some of the world’s most respected companies…..and for mom and pop startups.

Bill takes a ‘common man’ approach to sales. Bill has successfully sold to senior executives and high net worth individuals.

See how he does it at http://www.secretsofexceptionalsalespeople.com

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Be prepared to field questions that the audience will ask and want to know. Brainstorm ahead of time for possible questions, scenarios, and answers. There will always be someone who asks the tough questions. If you are the expert, you are expected to know the answers. Obviously, if you don’t know the answer, you should not make one up. If the question is way out of line, you can say you don’t know the answer. But what do you do when your audience expects you to know the answer and you don’t? How do you save yourself from losing credibility?

One way is to throw the question back to the audience and ask for the audience’s help or opinions. Another strategy is asking to have the question repeated. This gives you more time to think of a response. Restate the question and ask if that is correct. This also helps you make sure you understand the question. You can request that the person asking the question consult with you later: “Get with me at the break so we can talk about that.” It is better to tell one person you don’t know than admitting it to the whole audience. Alternatively, you can ask the person posing the question whether they have any of their own insights into the subject.

When you get people involved in the process, you will get some objections. The way you handle objections will correlate with how mentally involved people become with your message. The better you become at handling objections, the more persuasive you will become.

When you become a Master Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually indicates interest and shows that they are paying attention to what you are saying. The key to persuasion is anticipating all objections before you hear them. Fielding questions and handling objections can make or break you as a persuader. Such skills will help you in every aspect of your life. Here are some tips on how to handle objections:

1. The first thing is to find out if the objection is something you can solve. Suppose you are negotiating a large office furniture order and the objection comes up about not being able to afford your furniture. You then find out your prospect just declared bankruptcy. Obviously there is nothing you can do or say that will resolve such an objection.

2. Let your prospect state his objection: Hear him out completely, without interruption. Wait until he is finished before you say anything. Hold your response until the other person is receptive to what you are about to say. This is the first time your prospect has voiced his objection; he will not listen until he has said what is on his mind.

3. Always ask your prospect to restate or repeat his key points. Every time he replays his objection it becomes clearer in both your minds. Letting him speak, particularly if he is upset, drains emotion from his objection. Allowing him to voice his concerns also gives you time to think about a response and helps you determine his intent in bringing up the objection in the first place.

4. Always compliment your prospect on her objection. As a Master Persuader, you can appreciate a good objection; it dictates the direction in which you should take your presentation. You don’t have to prove you are right 100 percent of the time. Skillful persuaders will always find some point of agreement. It’s important to recognize the apprehension or objections people have instead of ignoring them.

5. Stay calm. Scientific tests have proven that calmly stated facts are more effective in getting people to change their minds than are threats and force.

6. Don’t be arrogant or condescending. Show empathy with your prospect’s objection. Let him know others have felt this way. Talk in the third person; use a disinterested party to prove your point. This is why we often use testimonials–to let someone else do the persuading for us.

7. Give the person room to save face. People will often change their minds and agree with you later. Unless your prospect has made a strong stand, leave the door open for her to later agree with you and save face at the same time. It could be that she did not have all the facts, that she misunderstood, or that you didn’t explain everything correctly.

Quick Note: If you are dealing with a stubborn person who absolutely will not change his mind about anything, don’t panic. There are reasons why this person is closed-minded and always saying “no” to everything. He might not have a clear idea about what you are proposing, he may have been hurt in the past, he is afraid of being judged, or he may feel his ideas are not appreciated. Don’t take it personally; it will happen from time to time.

For additional information on Handling Objections, go to Magnetic Persuasion and kick start your success!

Conclusion Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.

Kurt Mortensen’s trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available!

Kurt Mortensen’s trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available!

If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to http://www.PreWealth.com and getting my free report “10 Mistakes That Continue Costing You Thousands.” After reading my free report, go to http://www.PreWealth.com/IQ and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale!

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