Knowing your prospects secret objections in selling

“It’s hard to beat a person who never gives up.”  

~ Babe Ruth

I have watched presentations by fellow salesmen and at each presentation somewhere between 8% and 28% of the prospects buy what they are selling. That means that 72% or more of the prospects did not buy.

image

Yet in all that time not one single person voluntarily and directly told me their “real” reason why they did not buy. When I researched the propects they said, “I don’t have the money” or “I have to speak to my spouse first” or some other answer that they might even believe. But it is not their true reason for not buying.

I know that because people often do not know their true reason. People buy and invest because they “feel good” about what they are doing. Their “gut” tells them to do it. They then justify their decision to buy or invest by facts they have heard or uncover. It is the emotion that leads one to buy or invest.
And it is the emotion that leads them to say “no” which they then justify with the first fact they can think of. But the facts are never the real reason. You may ask,”why”?

image

The emotion is.

And the fact is that emotion is tricky to back-trace. We really don’t know “why” we feel a certain way; we just get the result of some black-box process as an emotion. We then act on the emotion. And we look for a few facts if we need to justify it to others or ourselves. But those facts are not the reason for the emotion.

The emotion comes from what they heard from you and if you addressed all of their internal objections to your sales attempt. And your prospect does not consciously know his objections. They are in his sub-conscious.

So how do we get our prospect to have a positive emotional reaction when we need to answer objections that the prospect cannot identify even if asked?

Here’s the secret. Listen to the questions asked by prospects who do not buy or who need questions answered before they buy (or invest). These questions are their objections. Then answer their question and integrate that answer into your pitch next time you present. Do that every time – listen to questions then integrate the answers to those questions into your pitch. Over time you will have less and less questions (which are objections stopping the prospect from saying “yes”) and you will close at a higher and higher rate.

Go forth and prosper and have a nice week ahead

Advertisements

About chisoaustin

Wouldn't it be fair enough if I download food with my mobile phone.

Posted on May 7, 2014, in Business. Bookmark the permalink. 7 Comments.

  1. Thanks a whole lot, this information ended up being just right for me personally. Items search for this site intended for foreseeable future upadtes. Thanks a lot once again.

    Like

  2. thank you very much, what a weird spot for any builders to cover in which environment. i was possessing a number of issues with any Dreamhost storage space u was not positive the reason why ladies they deactiivate showing disguised . documents automatically, in contrast to different hosts my partner and i hook up with using Filezilla appear to display invisible data automatically. your current publish allowed me to figure it available, i really enjoy it.

    Like

  3. I know this site provides quality depending posts and extra material, is there any other site which provides these kinds of stuff in quality?

    Like

  4. Hello Web Admin, I noticed that your On-Page SEO is is missing a few factors, for one you do not use all three H tags in your post, also I notice that you are not using bold or italics properly in your SEO optimization. On-Page SEO means more now than ever since the new Google update: Panda. No longer are backlinks and simply pinging or sending out a RSS feed the key to getting Google PageRank or Alexa Rankings, You now NEED On-Page SEO. So what is good On-Page SEO?First your keyword must appear in the title.Then it must appear in the URL.You have to optimize your keyword and make sure that it has a nice keyword density of 3-5% in your article with relevant LSI (Latent Semantic Indexing). Then you should spread all H1,H2,H3 tags in your article.Your Keyword should appear in your first paragraph and in the last sentence of the page. You should have relevant usage of Bold and italics of your keyword.There should be one internal link to a page on your blog and you should have one image with an alt tag that has your keyword….wait there’s even more Now what if i told you there was a simple WordPress plugin that does all the On-Page SEO, and automatically for you? That’s right AUTOMATICALLY, just watch this 4minute video for more information at. Seo Plugin

    Like

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: