Answer to 4 Most Common Objections in the Selling Process

Charlie Cook sent me this article by email. I think his approach is a valid and very concise way to respond to four of the most common objections you can find in your selling process. Enjoy!
Jorge Pinkus
Your Maximum Success Coach
http://www.JorgePinkus.com

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You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to simplify selling sales and get rid of these once and for all?

Plan your marketing and lead prospects to your products and services by making clear paths and removing obstacles. Channel your prospects' attention and interests and you'll eliminate their objections.

Below are the four most common objections and ways to eliminate them.

Lack of Interest
Prospects need to understand what you do before they can become interested in what you have to offer. It is that simple. If you're marketing yourself as a lawyer, coach, accountant or fitness center, you're not telling people why they should be interested. To capture their interest, explain the problems you solve from their perspective.

Lack of Leads
You want people to email you, call you or go to your web site to buy your products and services. But first you have to motivate them to contact you so you can market to them. Once you have their attention, use your conversation, your emails and your web site to ask them what they want and need.

Lack of Credibility
You want prospects to see you as the expert; the person and the firm that has the products and services they can rely on. One of the biggest challenges to attracting new clients is gaining their trust and being seen as the essential expert. Use your articles, ezine, and web site to demonstrate your expertise. Use testimonials from clients to tell prospects about the results you and your products have achieved.

Pricing Objections
Whether it is a $25 subscription or a $50,000 consulting fee, prospects object to price when they don't understand the value of the purchase. Establish a set of questions you can use to help prospects define what they want and what you are providing. When price is put in context, it becomes much less of an obstacle.

Still not converting as many prospects to clients as you'd like? Use questions to find out more about what they want, and what their concerns are. Then address each of these objections up front and remove them as potential sales killers.

Think of your target market as a reservoir of water waiting to be tapped. If you eliminate the barriers between them and you, you could send a steady stream of new clients and customers your way. Now, don't just imagine it, do it.

Start eliminating your prospects' objections and create a clear path for them to become clients and customers. Help your prospects get what they want and you'll be selling more products and services to more clients.

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