by Mary Fisk-Taylor, M. Photog., Cr., CPP, ABI, API I…
By Sarah Petty
If you aren’t getting objections when selling to your clients, you are done selling.
You have either closed the sale or the client wants to leave without placing an order. Many times, you need to work on getting the real objection from the client but if they are not buying, there is a reason. If you don’t find out what the reason is, you can’t sell through it.
An important thing to know when it comes to handling objections is that there are a few times to overcome them – before they happen, right when they happen, after they happen and never.
My favorite way to overcome objections and close every sale possible is to handle objections BEFORE they even happen. Let’s face it; if you have been in business for any length of time at all, you should know what your top 3-5 objections are.
If you are a boutique business, you spend more time with your clients, you have more unique products, services and experiences and because of that, you probably charge more (or you should). Even your marketing pieces stand out. Because of this, price objections might be something you might anticipate.
If you bring price up in the very first conversation by first explaining what makes you different and then creating value for what you do, you will likely have few if no price objections later.
I keep a notebook with me and record any objections and then I spend time figuring out how I can overcome this with the client so that the next time I encounter that objection, I am prepared. Rarely do I hear an objection that I haven’t heard before. For those of you who have a fear of selling, if you go over all of the possible concerns your clients might have in the very beginning, you will be amazed at how excited they are and ready to buy when you get to the sales presentation.