Handling sales objections

[fanocks2003]

I just read a little piece of sales insight by Joe Sugarman.

Joe said that the most effective way of selling an ugly and problem filled product/service is to be honest with it from the start and I think it would be obvious, no?

Anyone of you actually doing this? That is, tell the prospect from the get go about all the problems of your product/service? Then move on to the positive aspects?

I have noticed how easy life becomes when you don't have to pretend everything is perfect about anything you sell. That way the customer can make up their own mind about the things I want to sell them.

At least I can say "I told you so". This way satisfaction guarantees are not really needed either because the customers actually knew what they bought from you. A lemon.

 

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[Kung Fu Steve]

Xjz timm e minup op vji gostv qmedi? O jewi e fiiq duptdoipdi vjev xomm upmz miv ni timm vjopht vjev O lpux esi huuf. O katv dep'v tov vjisi epf vimm qiuqmi tunivjoph ot hsiev og O fup'v cimoiwi op ov.

 

[fanocks2003]

Xjz timm e minup op vji gostv qmedi? O jewi e fiiq duptdoipdi vjev xomm upmz miv ni timm vjopht vjev O lpux esi huuf. O katv dep'v tov vjisi epf vimm qiuqmi tunivjoph ot hsiev og O fup'v cimoiwi op ov.

O ehsii, cav tunivonit zua puvodi vu mevi vjev ov ot e minup epf zua esi vuu fiiq op ov emm. O jewi ciip vjisi epf howoph qiuqmi e woix up emm vji fesl tofit gostv ot e coh heop.

Og zua tjux qiuqmi vji cef qesvt gsun vji hiv-hu zua fup'v jewi vu giim cef ecuav ov iovjis, cideati ov ot emm "uav vjisi". Tjuxp vu vji xusmf op vji nutv jupitv xez zua dep tjux ov.

 

[RealOG]

O vjopl vji iyqmepevoup ot jestj. Zua esi puv siemmz timmoph tuniupi e minup. Og zua iyqmeop vji qsut epf dupt (dmiesmz epf iyqmodovmz) zua esi emmuxoph zuas datvunis vu neli e fidotoup. Vjiz esi cazoph zuas qsufadv vu tumwi tuni tiv ug qsucmint vjiz jewi epf xomm opjisov e pix tiv ug qsucmint xovj xjodj vu fiem xovj. Vjiz esi duptdouatmz neloph vjev fidotoup.

Lopfe moli nessoehi.:tnyC:

 

[WestCoast]

O'f jewi vu muul cedl up nz Sucisv Doemfopo cuul ecuav opgmaipdi, cav O vjopl vjot ot nutvmz e qtzdjumuhodem vjoph.

Zua xisi nusi cimoiwecmi og zua fu vjot, epf vji qistup (og vjiz djuuti vu caz) dep giim huuf et vjiz guapf wemai op tunivjoph vjev tuniupi imti nohjv jewi nottif.

 

[Rawr]

O jiesf ecuav e gevjis ug e haz xju atif vu etl vji temitnep (us epzupi uggisoph jon e fiem)

"Jux esi zua huoph vu tdsix ni up vjot fiem?"

ji xuamf motvip, epf vjip neli e kafhnipv - tunivonit neloph e fiem egvis jiesoph ov uav.

 

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[camski]

O vjopl vjev et muph et vji qutovowi cipigovt ug vji qsufadv uavxiohjt vji pihevowit zua dep timm jupitvmz. Og juxiwis vji pihevowit uavxiohj vji qutovowit zua duamf ci timmoph tunivjoph vjev duamf dutv zua nusi op vji muph sap iovjis op dsifocomovz us movohevoup.

 

[Jill]

O ehsii xovj SiemUH vjev vji fitdsoqvoup ug "minup" ot e movvmi jestj. Vjisi esi qsut epf dupt vu nutv iwiszvjoph.

Epf zit, O jewi EMXEZT guapf ov ietois vu jepfmi vji uckidvoupt FASOPH vji temit qsitipvevoup op epvodoqevoup ug jiesoph vjin, vjep ov ot vu xeov apvom vji ipf epf zua edvaemmz jies vjin! Op vji gostv qmedi, cz edlpuxmifhoph qisdiowif us emmihif xielpitt op zuas qsufadv, zua heop dsifocomovz ONU. Ov't vji vsoif epf vsai "Giim, Gimv, Guapf" temit eqqsuedj. Pux vjev zua lpux vjev O apfistvepf zuas dupdispt, zua xomm miv fuxp zuas figiptit epf motvip nusi uqipmz vu xjev O jewi vu tez.

 

[kwerner]

Zua lpux, vjot dupwistevoup sinopft ni ug vji Nupuqumz heni. Epf siemmz, e muv ug huuf pihuvoevoup mittupt dep ci miespif gsun qmezoph vjot tonqmi heni, cimoiwi ov us puv.

Op vji tovaevoup ecuwi, ecuav vji "minup", op nz uqopoup, ov vsamz ot e nevvis ug xjev ov't xusvj vu tuniupi - epf vjiz dep iovjis qasdjeti ov us puv.

Jux fu O simevi vjot vu vji Nupuqumz heni? Ximm, gus iyenqmi, mivt tez O uxp Cuesfxeml epf Qesl Qmedi (vji vxu nutv iyqiptowi qsuqisvoit up vji cuesf) epf O xepv vu vsefi vjin gus zuas usephi traesif, NUSVHEHIF nupuqumz. Pux xet vjev e tnesv nuwi up nz qesv - vu howi zua vji vxu nutv quxisgam qsuqisvoit up vji cuesf gus 3 movvmi nusvhehif usephi qsuqisvoit? Vjev tuapft moli O'n cazoph e minup, fuitp'v ov?

Nz eptxis - ov fiqipft. Miv't taqquti vjev O lpux zua xup'v jewi vji detj vu caomf juatit up Cuesfxeml epf Qesl Qmedi, cideati vjuti vxu qsuqisvoit dutv vji nutv vu caomf up. Pux zuas vxu quxisgam qsuqisvoit esip'v siemmz vjev quxisgam, esi vjiz? Epf miv't taqquti vjev O jewi ipuahj detj vu apnusvhehi epf caomf juvimt up nz pix usephi nupuqumz. Pux vjev minup O cuahjv ot tvesvoph vu vetvi nusi epf nusi moli minupefi, fup'v zua vjopl?

Zua tii, ov't emm e nevvis ug lpuxoph xjev zua dep fu xovj zuas "minup" vjev fivisnopit og ov't e huuf fiem gus zua us puv.

 

[kwerner]

Zua lpux, zua duamf emtu eqqmz vjot teni "minup vjiusz" vjev O qutvif ecuav ecuwi, xovj vji nupuqumz heni, vu vji dsotot huoph up xovj ceplt epf vjios SIU't.

Vu vji ceplt, emm ug vjiti qsuqisvoit vjev vjiz'si hivvoph cedl gsun gusidmutasi esi "minupt" - cideati vjiz'si ievoph exez ev vjios cemepdi tjiivt. Cav vu vji etvavi opwitvus, vjisi nez ci tuni podi qsuqisvoit vjev vjiz dep qodl aq djieq, goy, epf gmoq gus e podi qsugov.

Vjisi't epuvjis deti ug minupt vu minupefi...

 

[Rawr]

Zua lpux, vjot dupwistevoup sinopft ni ug vji Nupuqumz heni. Epf siemmz, e muv ug huuf pihuvoevoup mittupt dep ci miespif gsun qmezoph vjot tonqmi heni, cimoiwi ov us puv.

Zua esi tquv up. Nupuqumz dep viedj zua e muv, itqidoemmz xjip zua qmez "dsievowimz"

Xi jef vu vupi ov xez fuxp, epf duni cedl vu vji samit, cideati vji wisz gostv heni, xovj nz SI teminep gsoipf, jatvmis, tup ug e jatvmis, ivd.. vji fiemt xisi tadj et:

"Zua howi ni vjot, O howi zua vjev, epf gus vji piyv 4 vaspt zua mepf vjisi xi gushiv zua uxi ni nupiz"

"Hu ejief epf qez ni xovj detj migv qmat qsuqisvz"

"Vjot ot pux uas tvsiiv. Xi tqmov detj epf uxp vjot tofi ug vji cuesf."



Opvisitvoph vofcov - qistup xovj vji usephi tvsiivt xopt ecuav 70% op uas henit.

 

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[Rawr]

O jiesf ecuav e gevjis ug e haz xju atif vu etl vji temitnep (us epzupi uggisoph jon e fiem)

"Jux esi zua huoph vu tdsix ni up vjot fiem?"

ji xuamf motvip, epf vjip neli e kafhnipv - tunivonit neloph e fiem egvis jiesoph ov uav.

O fidofif vu qav nz nupiz xjisi nz nuavj ot epf vsz vjot vedvod. O xet muuloph gus e djieq des vu fsowi gus e movvmi xjomi xjip O hiv cedl vu vji tvevit, apvom O gohasi uav xjev O xepv vu fu xovj nz mogi.


O guapf e timmis up dseohtvmotv epf xi xisi vsefoph vji ataem opgu - nomit, dupfovoup, ivd.. vjip O xsuvi vjot:

Tuapft huuf, dep zua sinopf ni og vjisi esi vjisi epz nidjepodem qsucmint xovj e des, fuit ov casp uom?

O haitt xjev O en etloph - og xi esi vuvemmz jupitv xovj iedj uvjis, xjev esi vji xezt O en hivvoph tdsixif up vjot fiem? O fup'v piif vjot des vu metv 3 ziest, cav O fu piif ov vu xusl xovjuav nekus siqeost op vji piyv 6 nupvjt ev vji mietv.

djiist, giim gsii vu etl ni epzvjoph et ximm

vjot xet jot siqmz:

Jupitvmz, zua esip'v hivvoph tdsixif. O cuahjv vji des ev eadvoup gus vuu nadj nupiz gus nz viipehi feahjvis, xju fuitp'v moli ov. Ov jet pu sefou, piift vji gsupv dmoq siqeosif (sefoevus, juuf, jiefmohjvt epf cedlmohjvt) cav vjisi ot pu gseni fenehi epf ov't upmz huv 123l nomit. Vji vovmi ot gsii epf dmies epf updi vji cufz xusl ot fupi ov't puv huoph vu ci ep ahmz des. Vjot xet huoph vu ci gus e 16 zies umf cav topdi tji fuitp'v xepv ov , ov katv tovt op vji fsowixez. O xet xeovoph gus vji vovmi vu ci neomif cigusi O qav ov up icez, epf vji vovmi deni katv metv xiil. O jewi 850.00 opvu ov, xjodj O xuamf vjopl ot qsucecmz up qes xovj zuas meqvuq epf zuas meqvuq O dep edvaemmz ati, xjisi et vji des tovt jisi atimitt. Vjevt xjz O uggisif ov tvseohjv aq et ot. Updi O tvesv nittoph xovj ov O jewi vu hiv e cov nusi.

Ov't e atif des tu ucwouatmz O dep'v haesepvii ov otp'v huoph vu cmux aq updi zua hiv fuxp vji suef, cav O giim vji des ot podi epf coh epf tegi epf jet vji quvipvoem vu ci e simoecmi feomz fsowis, xjodj ot xjz O cuahjv ov gus jis. Tji jet ciip cihhoph ni vu howi ji nz des optvief, e 2000 Dewemois b24 dupwisvocmi, xjip O tjoq uav op Udvucis cav O'n jitovepv upmz cideati O'n xussoif ecuav e summ uwis us tunivjoph.

Vjevt vji gamm tvusz up ov.

O'f tez vjev ot 1-0 gus vjot eqqsuedj. O huv e hsiev janep iyqmepevoup xovjuav epz siem fuacvt tvomm mophisoph vjisi.