Turning Objections Into Sales

When you become a Master Persuader, you will learn to love objections. You will come to understand that when people voice their objections, it actually indicates interest and shows that they are paying attention to what you are saying. The key to persuasion is anticipating all objections before you hear them. Fielding questions and handling objections can make or break you as a persuader. Such skills will help you in every aspect of your life.

Four different times to handle objections:

1. Before they occur
2. When they occur
3. Later
4. Never

Real Objections Vs False Objections

You have to be able to weed real objections from false
objections. People are nice and sometimes won't tell you the
truth. Most people won't say "I cant afford it."

1. The first thing is to find out if the objection is something
you can solve. Suppose you are negotiating a large office
furniture order and the objection comes up about not being able
to afford your furniture. You then find out your prospect just
declared bankruptcy. Obviously there is nothing you can do or
say that will resolve such an objection.

2. Let your prospect state his objection: hear him out
completely, without interruption. Wait until he is finished
before you say anything. Hold your response until the other
person is receptive to what you are about to say. This is the
first time your prospect has voiced his objection; he will not
listen until he has said what is on his mind.

3. Always ask your prospect to restate or repeat his key
points. Every time he replays his objection it becomes clearer
in both your minds. Letting him speak, particularly if he is
upset, drains emotion from his objection. Allowing him to voice
his concerns also gives you time to think about a response and
helps you determine his intent in bringing up the objection in
the first place.

4. Always compliment your prospect on his objection. As a
Master Persuader, you can appreciate a good objection; it
dictates the direction in which you should take your
presentation. You don't have to prove you are right 100% of the
time. Skillful persuaders will always find some point of
agreement. It's important to recognize the apprehension or
objections people have instead of ignoring them.

5. Stay calm. Scientifically proven tests show that calmly
stated facts are more effective in getting people to change
their minds than are threats and force.

6. Don't be arrogant or condescending. Show empathy with your
prospect’s objection. Let him know others have felt this way.
Talk in the third person; use a disinterested party to prove
your point. This is why we often use testimonials – to let
someone else do the persuading for us.

7.Give the person room to save face. People will often change
their minds and agree with you later. Unless your prospect has
made a strong stand, leave the door open for him to later agree
with you and save face at the same time. It could be that he did
not have all the facts, that he misunderstood, or that you
didn't explain everything correctly.

Questioning can also measure the level of receptivity in your
prospects. How receptive your audience is correlates with how
many questions or statements arise. So what if there are no
questions? What do you do? If there are no questions, it could
be because the audience needs time to think about what you have
just said, they could be afraid to ask because of what others
might think, or they just might not be able to think of a good
question to ask. Maybe you went on too long or stepped on a
sensitive issue. Perhaps the audience has already made up their
minds, or maybe they don't speak English. The best questions
draw a person into a conversation and out of being unreceptive.
So, it is to your advantage to direct questions at your
prospects that will reel them in: What do you think about…?
Have you ever thought about…? How do you feel about...? When
did you start…? Where did you find…? No matter what, when you
get people involved in the process, you will get some
objections. The way you handle objections will correlate with
how mentally involved people become with your message. The
better you become at handling objections, the more persuasive
you will become.

Article Source: http://www.articleszoom.com

About the Author :
Kurt Mortensen’s trademark is Magnetic Persuasion; you should attract customers, just like a magnet attracts metal filings. Claim your success and learn what only the ultra-prosperous know by going to prewealth.com/mistakestoavoid and get my free report "10 Mistakes that Cost You Thousands."

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