Sales Objections – How to Overcome Your Prospects’ Fear of Buying

“The selling process starts when the customer objects” – Jeffrey Gitomer

Do you know the ultimate of all sales objections? The one no prospect will reveal but certainly thinks of all the time? And the one that is preventing you from winning many great contracts?

It’s risk. Or better, a fear of the consequences of the purchase.

Most of your prospects are afraid of what will happen if they buy from you and things go wrong. What will be the consequences to them? How much do they risk by buying from you? Is it only money or is it their reputation, position within the company, maybe their career? There could be millions of things. But here is your chance, if you overcome that fear, if you make the prospect feel safe he will buy from you.

So, the only problem is, how do you do it?

How to overcome the prospects fear of buying from you.

It’s actually very simple and the secret is in trying to predict what your prospects’ sales objections are. I do as much research as possible to build an image of their business in my mind. I try to find out how they make money, on what they spend them, how much they may have and whom they have been spending them with. I do my homework thoroughly.

I also try to tell how they have used similar services to mine in the past and to what result. All that information usually reveals at least a few potential objections my prospect might have.

And once I have a list of their objections, I simply include them in my presentation along with my answers to them. I try to overcome their fears before they had a chance to voice them. Clever, isn’t it? And let me tell you something, it works. In fact, it’s the most effective method I have ever known and used in my entire career.

But here is the best part. Once you use this method on a few prospects, you will build a portfolio of answers to practically any objection. Yes, prospects have similar fears when it comes to buying and by overcoming them you will be ready to overcome even those objections you haven’t predicted. Not to mention that you will be able to do it right there during a sales call. Pretty cool, huh?