Handling Objections

An example rebuttal is among the most effective methods for handling objections. It is also a very simple method and doesn't take much time in any way. And the main thing that sets it apart from other methods of handling objections is that it reveals the person you're speaking to how well you understand them and how well you understand their objection.

So what is an example rebuttal and why should you use it as part of your closing skills for handling objections? Well the main reason why using this technique is so powerful is because it sets you up to win. What you're doing is setting them up to believe that you already know what you're talking about and that their objections aren't really worth spending time on. So you can see how powerful this can be if you are someone who need to close a lot of sales and you are getting very frustrated. Allow me to give you a real life example.

Let's say you're doing a presentation on social evidence. And one of your examples of social proof is that some people like to eat grass. And one of the examples of social proof is that some people like to eat grass but that some folks like to eat red meat. So when you're talking to the person who objects, you are telling them that not only do they have a shred of grass but also that they have a shred of meat.

Here's the important thing though. You don't want to throw the purchaser's objection out the window when you are talking to them. The reason why is because you're making them feel comfortable and giving them a terrific feeling they can do this. You will need to be very careful with your objection handling skills. You don't want to come across as pushy or as destitute. Instead you want to be very calm and even in the event that you have a very skeptical view of the situation you still need to make the prospect feel as though they are welcome to challenge you.

Remember that objecting to sales objections during a demonstration is a good strategy. But the trick is to keep it in mind rather than let it take over your activities or your voice. This will result in your being perceived as a pushy sales person as opposed to a person who wants to genuinely help the purchaser. So, what do you do if you will use objection handling skills? You simply need to be active listening.

Active listening means that you're actively taking the time to hear what the prospect has to say. Instead of automatically dismissing their objection as useless or as a nuisance you are now actively using it as a tool to further discuss their position and how they can benefit from it. And you do it without calling them on the phone and into their face. Active listening also means that you are not making them feel rushed or uncomfortable during the whole conversation - especially if they're extremely busy right now.

So if you are someone who is currently handling sales objections through a demonstration and you aren't getting the result you want, then consider learning some advanced objection handling skills. It could be among the best things you could ever do for your career. And it will make you more successful than you have ever imagined.