This is a terrible way to live and work.
You might be able to bully someone into buying the wrong thing from you once or even twice, but you won't get more business out of him or her, and your career will eventually suffer.
Your goal is to negotiate a win-win solution.
Just as we don't want to pressure our buyers into doing the wrong thing, we don't want to let them run us over, either.
After all the work you've done to reach this point, you don't want be weak and start giving money away just because the customer asks for it.
What Is A Sales Objection? Recognizing objections for what they are - the final steps between you and a sale.
By this point in the selling process, you've spent a lot of time making sure that you're on the same side of the table with your customer.
You should have their best interests in mind, and they should know it.
Since your goal is to get a win-win outcome, you'll need to deal with your client's concerns carefully.
Luckily, there's a blueprint for dealing with objections that works almost every time: 4 Steps To Overcoming Objections: 1.
Don't Argue: Don't be frustrated or angry that your buyer has expressed a reservation at this point, and certainly don't tell them that they're wrong.
2.
Ask Why: Figure out why the customer is expressing a concern with your solution, and be sure that you understand their issue completely.
Many objections, when first expressed, are masking a bigger problem that the buyer is reluctant to mention.
Give them the time to offer the real reason for their hesitance.
3.
Show You Have Empathy: Put yourself in your customer's shoes and let them know that you understand their concerns.
Many people, even after they've been convinced to buy, will worry that they're going to make the wrong decision.
Show them that you empathize with them, and that you know decisions can be difficult.
4.
Ask For The Order Again: And finally, go back to closing.
Once you've answered the objection to there satisfaction, don't be shy about asking them to commit to your product or service.
The Relationship Is Just Beginning: Remember, when the customer has agreed to buy from you, the selling process may have finished, but their relationship with you is just beginning.
Take a moment to thank them for their business, and reassure them that they've made a good investment.
Let them know that they've done the right thing, and that you're going to take care of them.
Set the table for a strong business relationship, not to mention future sales and referrals.
Key Sales Point: When the time is right, you must ask for the order, and then keep asking until you've made a sale.