A Simple Five Step Process To Overcome Objections

By Gary Gorman 

As sales professionals we aim to offer distinct benefits to all our customers. We hope to do this as clearly and succinctly as possible,so that the customer would be crazy not to order.

However.what should we do on those occasions when objections crop up?

"It's too expensive"

"I'm happy with my current supplier"

"I'll think about it"

...and so on.

A simple mnemonic you might want to try when tackling objections is KLIPS.

This is:

K - Keep Calm

Objections are not a threat, they are often simply a request for further information.Therefore it is important to maintain our composure in order to...

L - Listen

To get to the core of the specific objection it is vital that we listen to the customer, without interrupting.Often, simply listening to the customer helps them to realise that their initial issue is not actually that much of an obstacle.

I - Indicate understanding

This demonstrates empathy to the buyer.Note we have said 'indicate understanding' not agreement.We might do this by saying "I can understand how that might be an issue for you.Let's look at how we might get around that for you."

P- Pause

This indicates to the buyer that we are looking to find a solution that is fully appropriate for his/her needs before we...

S - Sell the benefits of our proposal

We may need to slightly re-shape our package to take into account the buyers thoughts and feelings but we should now be able to successfully re-present the benefits of our proposal to the customer.

Could you apply the KLIPS mnemonic the next time you encounter an objection? I hope so.

Gary Gorman works with sales teams to help them improve their business performance and negotiate better deals.To get a FREE information pack "How to sell almost anything to almost anybody" please visit (here).

Article Source: Ezine Articles

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