Kiến thức là không chỉ sức mạnh, nó cũng là sự tự tin. Chúng tôi hiếm khi thần kinh trong các tình huống quen thuộc và chúng tôi đã điều hướng thành công trong quá khứ. Tuy nhiên, chúng tôi thường xuyên trên các cạnh chưa biết. Vì vậy,số | Selling Through Objections 149 Knowledge is not only power it is also confidence. We are rarely nervous in situations that are familiar and that we have navigated successfully in the past. However we are often on edge with the unknown. So we are going to move objections into the known column and make them yet another part of the sales process over which we have control. Be prepared and you command the situation. If the customer says Your price is too high this objection should not be a surprise because whether the product is diaper services or capital equipment we have all heard this objection. It s almost become a standard statement. You have to be ready to respond and that is what gives you the advantage in a phone-selling situation. The customer doesn t know that you have heard price objections credibility objections or company size objections. You ve heard them all and are prepared. Delivery service company size credibility none of these matters. Anticipate any objections that you regularly hear as well as any you can brainstorm and think of yourself. You ll be amazed at how much smoother you will sound during the objectionhandling portion of your calls. The result More closed sales on objections. __Objections Log Updates__ It is not enough to do a one-time-only record of objections you hear. Regularly at least once a quarter study your list of objections and take time to think of a new and truly strategic response. Chances are what you answered off the top of your head was not the most effective. Constantly update by adding any new information about your products or your competition to improve your answers. Practice with a coworker until you feel confident that you are on the right track to handle anything new. If you receive objections you have never heard before and that can always happen read on to learn how to handle any objection in any call. 150 Selling to Anyone Over the Phone Techniques for Handling Objections Just as you
