Objections are a sure tip off that your prospect is trying to understand how your product or solution will work for them.
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Rochester, NY (PRWEB) October 31, 2011
In an interview recently with Michigan Business Network, Mike Krause discussed the three power phrases that help sales professionals address sales objections and improve their overall sales performance. When a sales professional is in the middle of a major sales call presentation and the prospect brings up an objection, it must be handled with professionalism and tact before the sale can proceed. Whether the objection voiced is actually on the subject or not, it will immediately stop the momentum of a great presentation in its tracks and divert the presentation into instant quicksand if it is not appropriately handled. The best way to handle an objection is to respond to the prospect's question with another question that probes at the issues being raised.
According to Mike Krause, Sales Sense Solutions, Inc., "Objections are actually a healthy sign that your prospect is listening and thinking about how your solution or product will fit into their process and operation."
By mastering the art of calmly questioning the prospect in return, a sales professional will:
1. Keep the prospect talking. The prospect(s) should be speaking about 80 percent of the time while the sales professional does only 20 percent of the talking.
2. Remain in control of the sales call and presentation.
3. Drill down through the objection/question and gets to the real issue that prompted the question or objection in the first place. Usually the first objection raised is not really the concern at all. It often takes a divergent probing dialogue to get to the real heart of the matter.
Krause recommends answering the prospect's question or objection with one of three powerful phrases that will help get to the real issue to respond appropriately and continue to move the sale forward:
How do you mean?
Tell me more...
Why do you ask?
Krause's 20 years of experience as a sales professional taught him to use these phrases for selling scenarios and personal situations too. Answering the prospect's question with a probing question helps move the sales dialogue forward and keep the focus on the solution.
About Mike Krause and Sales Sense Solutions, Inc.
As a recognized sales thought leader, Mike Krause inspires business leaders and sales professionals of all generations – from the most experienced to the newest rookie on the team – to maximize their personal and professional potential. Mike shares his proven strategies for sales success in his book, Sell or Sink: Strategies, Tactics and Tools Every Business Leader Must Know to Stay Afloat! Learn more at http://www.SalessSenseSolutions.com and http://www.SellOrSink.com.
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