But, you could be wrong…because you don’t actually know what their worries really are…because you didn’t finish listening! So, by trying to solve a problem that you don’t fully understand, you may inadvertently plant the seed for more concerns and objections!
The way to avoid this trap is to cut yourself off, internally, when you are tempted to rush in. Instead, ask your buyer a question like “Would you tell me more about that?” when they raise an objection. Everyone, everywhere likes to be listened to and a buyer with objections will respond positively to a sales professional who makes an effort to understand their concerns in depth vs. assuming they have all the answers.
Buyers aren’t making things up when they raise objections. They have reasons for their concerns that are unique to them and it is your job to understand where they are coming from. Encourage your buyers to tell you more so that you can finish listening.
SUMMARY: To be bold in a successful way means to first and foremost be bold with oneself. This type of boldness is rooted in overcoming our knee-jerk reactions and training ourselves to embrace discomfort of many kinds, including the pain of keeping one’s ears open and mouth shut!
Latest posts by admin (see all)
- Guest Post: How to Build your Brand and Engage Your Customers with Packaging, by Phil Bagdasarian - November 9, 2017
- Sponsored Post: Should You Consult with An Expert for Insurance and Benefits for Your Business? - February 7, 2017
- Guest Post: 3 Reasons Your Business Should Build a Mobile-Friendly Website - January 6, 2017