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A Simple Five Step Process To Overcome SalesObjections
As sales professionals we aim to offer distinct benefits to all our customers.Wehope to do this as clearly and succinctly as possible,so that the customer wouldbe 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 CalmObjections are not a threat, they are often simply a request for furtherinformation.Therefore it is important to maintain our composure in order to...L - ListenTo get to the core of the specific objection it is vital that we listen to thecustomer, without interrupting.Often, simply listening to the customer helps themto realise that their initial issue is not actually that much of an obstacle.I - Indicate understandingThis demonstrates empathy to the buyer.Note we have said 'indicateunderstanding' not agreement.We might do this by saying "I can understand howthat might be an issue for you.Let's look at how we might get around that foryou."P- PauseThis indicates to the buyer that we are looking to find a solution that is fullyappropriate for his/her needs before we...S - Sell the benefits of our proposalWe may need to slightly re-shape our package to take into account the buyersthoughts and feelings but we should now be able to successfully re-present thebenefits of our proposal to the customer.Could you apply the KLIPS mnemonic the next time you encounter an objection? Ihope so.
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MariaRosaSerra

Hi Gary, I am in the process of preparing a Sales Course. Your simple, easy explanation will be useful in explaining to my students that objections aren't rejections but a signal of the client by which he is not dismissing us completely. Thanks for sharing. María from Spain.

reply07 / 23 / 2008
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