How do you get invited back in after the client has said a firm NO?
What do salespeople get wrong when overcoming objections?
There were a number of areas that we focused on, but there was one particular area that highlighted the problem that most salespeople have been misled with.
That is when trying to “use a traditional technique to overcome an objection, often a salesperson will say their line with assertiveness and push hard on the client.
In our training session with the team on Building Connection at Adrian Williams Real Estate.
Here is why that strategy will prevent you being invited in after the client has said no.
The traditional lines used actually put more people off, especially in how they are said.
What the team learned was the importance of softening words blending in with the request to deal with the objections. It’s called a transition.
Something magical happens when you know how to do this.
When the client can feel safe and not feel threatened by the salesperson and can say no without being attacked.
The client relaxes psychologically and physiologically and at times will tell you why they are not going ahead with you.
AND the really important thing is they are usually very agreeable to being called again, even when the competition is coming in straight after you.
The No is a soft No instead of a definite No. Do you understand the difference?
What most trainers fail to understand and also salespeople is the RECENCY affect.
People remember the last part of the conversation especially how you made them feel, in fact the data shows they remember the last 2 minutes of the interaction vs the whole meeting.
Now imagine you have been taught to ask for the order, do it in a commanding way and not accept the first NO and keep “Handling the Objection”. No wonder you have accepted that it’s a numbers game.
You have no choice but to play the numbers game.
Our belief is that no one says No forever, so why not go in with that belief? Well, the reason why you won’t is because firstly you’ve been taught the wrong thing in the first place and you don’t know any better, I would add.
You need to understand that clients have many options on who they buy from, customer buying behaviour is changing rapidly. With information at their tips, they sometimes know more than the salesperson, the majority of value you bring to the table is your ability to build a Deeper Connection with the client. Its one of the reasons why people pay more. Because the relationship has Value.
Might pay to consider doing something different?
