{"id":473,"date":"2015-03-01T19:43:50","date_gmt":"2015-03-01T19:43:50","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=473"},"modified":"2015-02-18T19:48:25","modified_gmt":"2015-02-18T19:48:25","slug":"dealing-with-objections","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/dealing-with-objections\/","title":{"rendered":"Dealing with Objections"},"content":{"rendered":"<p>When it comes to sales, their is a process for everything. \u00a0There is no situation that a book or guest speaker cannot provide for you the traditionally accepted responses. \u00a0It is just a fact that if you work in sales, you will give pitches, and if you give a pitch, someone will have an objection. \u00a0How will you deal with it? \u00a0If they say, &#8220;hey I heard you product breaks after a month,&#8221; or &#8220;but we aren&#8217;t interested in an implementation schedule that long,&#8221; what will you do?<\/p>\n<p>So here it is, the acronym that will allow you to answer without sounding defensive or too conciliatory. It&#8217;s called LCASAC:<\/p>\n<p><strong>L- Listen<\/strong><\/p>\n<ul>\n<li>Resist the urge to jump in as they complain, listen everything, and find the pain point.<\/li>\n<\/ul>\n<p><strong>C- Confirm<\/strong><\/p>\n<ul>\n<li>Show that you understand, then ask a confirmation question, &#8220;so, your having trouble seeing the value in&#8230;.correct?&#8221;<\/li>\n<\/ul>\n<p><strong>A- Acknowledge<\/strong><\/p>\n<ul>\n<li>Tell them that you get their point of view and say you appreciate it, &#8220;I see what you are saying, that would be frustrating.&#8221;<\/li>\n<\/ul>\n<p><strong>S- Select<\/strong><\/p>\n<ul>\n<li>Pick an appropriate method for handling the objection, this is the important part. \u00a0How you deal with this makes or breaks the sale. These techniques are shown below*<\/li>\n<\/ul>\n<p><strong>A- Address\/Answer<\/strong><\/p>\n<ul>\n<li>Explain why they should not be too concerned about that.<\/li>\n<\/ul>\n<p><strong>C- Close<\/strong><\/p>\n<ul>\n<li>Attempt to move on from the objection &#8220;does this answer your question?&#8221; if so move on<\/li>\n<\/ul>\n<p>There are several techniques one could select that would answer the objection. \u00a0These include:<\/p>\n<ul>\n<li><strong>Technique 1<\/strong>\n<ul>\n<li>Feel, felt, found- I understand how you <em>Feel<\/em>, I talked to people who <em>Felt<\/em> the same way, but after use they <em>Found<\/em> it wasn&#8217;t an issue<\/li>\n<\/ul>\n<\/li>\n<li><strong>Technique 2<\/strong>\n<ul>\n<li>Counter balance- Admit they have a good point but outweigh that with your answer &#8220;you are right we are more expensive, however, it lasts 2 years longer and you&#8217;ll actually save money&#8221;<\/li>\n<\/ul>\n<\/li>\n<li><strong>Technique 3<\/strong>\n<ul>\n<li>Use a direct or specific question- &#8220;what is it that you perceive as the quality deficiencies of the product?&#8221;<\/li>\n<\/ul>\n<\/li>\n<li><strong>Technique 4<\/strong>\n<ul>\n<li>Deny the objection- be careful, if their information is just wrong\u00a0 and you tell them that &#8220;respectfully those statistics are not accurate, I can give the accurate information you need.&#8221;<\/li>\n<\/ul>\n<\/li>\n<li><strong>Technique 5<\/strong>\n<ul>\n<li>The boomerang method- turn the objection into a reason to buy, such as a trial offer &#8220;you&#8217;re right, these need to prove themselves, here, try it for two weeks and I&#8217;ll get back to you&#8221;<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>If you learn the process and the responses, you will have a fool proof way to answer any objection. \u00a0No guarantee you will still make the sale but you can at least have a grade A game plan.<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>When it comes to sales, their is a process for everything. \u00a0There is no situation that a book or guest speaker cannot provide for you the traditionally accepted responses. \u00a0It is just a fact that if you work in sales, you will give pitches, and if you give a pitch, someone will have an objection. [&hellip;]<\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-473","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/473","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=473"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/473\/revisions"}],"predecessor-version":[{"id":483,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/473\/revisions\/483"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=473"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=473"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=473"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}