Increase Your Internet Sales and Overcome Sales Objections

Increase Your Internet Sales and Overcome Sales Objections
Whenever you are trying to sell something you must consider
that prospect WILL have reservations about buying your
product. On the internet this is even more prevalent
because buyers are trying to be cautious of cons and scams
so they are very, very careful before clicking your "Buy
Now" button. Being aware of this fact gives you (the
marketer) the upper hand. You must use your 'copy' to
pre-empt the prospects objection and gain their trust. This
is the only way to "Win the Sale".

In face to face selling or telemarketing this is a bit
easier to do because you can read the customer's buying and
non-buying signals. You can read these signs by the tone in
their voice or in the body language they display. So how do
you compensate for this lack of interaction within the
sales copy on your website? Well, you must put yourself in
your customer's shoes and read your sales page back to
yourself over and over again. Take a highlighter and
section off the areas that may give rise to objections and
reservations from your prospects. Then go back and address
those objections by adding the info to your copy or "sales
pitch".

Regardless of how silly an objection may seem to you, they
are very real for the prospect and they must be addressed
accordingly. There is no generic rebuttal for all
objections but there are key phrases that should always be
used when rebutting an objection. The main thing to
remember is that an objection is an opportunity. The
prospect is testing your credibility and product knowledge.
It is a chance to shine in the eyes of the prospect but it
is inherently also a chance to blow the deal completely.
Always be prepared for an objection.

When selling in person or over the phone, you don't have as
much time to think about a perfect rebuttal as you do when
you're writing sales copy. You should have pre-planned
responses to all the common objections for your product. "I
don't have the money." or "I have to talk to my spouse" or
"It's too expensive." are all examples of common objections
that we here regardless of product or market. Your
rebuttals to these should be quick and assertive. But some
objections are not as easy to handle, especially when they
are technical in nature. Remember that your credibility is
being tested so you should not guess at the right answer.
Instead, make a list of the prospects concerns and after
each concern say "What else.." Let the prospect see that
you are attentively listening and writing down the
questions. Repeat the process until they have no more
objections then say "Those are some great points Mr.
Prospect, now I'm certain that when I satisfy all of these
concerns you I will have earned your business.. Correct?"
REMAIN SILENT.. (The first person to talk here gets sold so
don't let it be you) Next reassure them that you will
thoroughly investigate each of these points and give them
the exact date and time that you will get back with them,
to close the deal. This method will always win their trust
in comparison to just baffling them with nonsense answers
that you made up or guessed.

Remember to always edify the prospect. Their objections may
sound common or ridiculous to you, but to them they are
real concerns. Make them feel like it's the first time
you've ever heard that concern and give them the attention
it deserves. Agree with them and their objection, then
refute the objection and finally, close the deal. Never
argue or take an opposing stand because that will not win
over the prospects trust. You get more bees with honey than
you do with vinegar. This approach disarms the prospect and
makes you look like a helpful friend instead of a salesman.
Whenever possible, you should relate their concerns to
another customer's similar situation and point out how it
was resolved for them. This makes them feel like they are
not alone and kicks in "The Jones Effect."

To Your Sales Success, Omar Martin

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Omar Martin is a sales expert dedicated to training and
developing high performance sales leaders in every
industry. For more information on overcoming objections we
suggest you download "Winning The Sale"
http://www.omar-martin.com
http://www.HighPerformanceSalesSecrets.com