To begin our sales myths series, in this blog we’re talking about when sales trainers say, “Just use your sales rebuttals!” It is my number one bane in this industry. You get objection, objection, objection, and then the idea is to use the sales rebuttals and it will work automatically.
Why would it work now when it didn’t work 20 years ago? The modern-day consumer is way more educated than they used to be. If you’re using rebuttal, after rebuttal, after rebuttal, you are asking the wrong questions. You are creating a person or a client that is telling you ‘No’. You are creating conflict. That’s not the clients fault, that’s your fault through poor questioning.
If you’re falling back on using a lot of rebuttals, you need to rethink how you’re presenting in the first place and not what objections you’re getting at the end. Because if you’re getting objections it’s too late.
So how do we get rid of objections?
Preempt them. You can’t allow objections to come into your delivery, because the goal is to already deal with at the source. You should be anticipating and addressing the customers concerns before they have the chance to object. In most cases, all of your customers’ objections will be similar – I don’t have time, it’s too expensive, etc. Acknowledge these concerns and fold your reasoning into your conversation. You may think you don’t have time now but in six months when you’re even busier you’ll wish you made the time to do this now – so let’s get started.
We’ve created the SWISH Sales Method to help you with this skill. SWISH stands for Selling With Integrity and Selling Honestly. Within your sales training, we’ll teach you the 10-step Negotiation Ladder which starts with a heavy consultation phase, so by the time you get to your trial close, or you lead into the full close, you don’t get objections. Or if you do, they’re more of a complaint or an inquiry than an objection and those can be dealt with very, very easily.
This also puts your customer in a more receptive position, having all of their questions or reasons for not buying answered right off the bat. It shows that you’ve put thought into how this will affect your customer and have made reasonable attempts to make things as easy as possible.
The SWISH Sales Method is chiefly concerned with integrity in sales, and making sure you’re offering your potential customers the smoothest sales transaction and honest intentions. To learn more about the strategies of SWISH selling to move away from the myths and bad habits you may have developed in the sales industry, read about our sales training, sales coaching, and sales courses. No matter if you are located in Sydney, Melbourne, Brisbane, Gold Coast or anywhere in Australia we are able to assist in providing the most innovative ethical sales training.