In sales, there is a acronym for how to deal with buyers concerns, when selling a product. All customers will ask questions and have concerns when thinking about buying a product. As a seller, it is very important to be ready for these concerns and questions so as to not loose a sale because of it. The acronym for handling these concerns is LCASAC, which stands for Listen, Confirm, Acknowledge, Select, Address, and Close. This is what should happen every time a customer has a concern so that the customer feels his concern has been heard and answered. Each step is as important as the other and no step should be overlooked.
The first step, Listen, is important so that the concern is understood and the urge to jump in with a counter point is avoided. Confirming that you heard the customers concerns is just as important as actually hearing them. This allows the customer to feel like you actually care about what they are saying. Acknowledge is similar to confirming, but it adds the fact that you agree that what they are saying is in some way valid or is at least a good question. Fourth, Select, represents selecting an appropriate technique for handling their objection. There are many different techniques one could use, depending on the concern. After this it is important to Address and answer the question. It is important to do this in a respectful way so that when it comes to the last step of closing, the customer is ready to buy.
BoweryJE22
I strongly argee that when meeting with perspective clients, you should be in learning mode and not proving them wrong mode. Clients will apprciate this, and this is the ground work for a sucuessful long-term relationship.
I really like this way of addressing concerns. It helps to dig into the actual problem, and avoid answering unasked questions. This strategy ensures that the customer knows everything they need to know about what you are selling, and they don’t walk away confused.
As a customer, I appreciate it when a salesperson uses this strategy. It helps me to have a better experience with the seller, and then later with the product.