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Handling sales objections.

Article Excerpt
Just because a prospective client objects to your proposal is not a signal to fold up your tent and quit. Your response may be what closes the sale.

The feel-felt-found technique is easy to apply in overcoming an objection. A prospect may tell you that they cannot afford an accountant because their business is too small, Your response might be, "I understand exactly how you feel. Many of my clients felt the same way when they started out with me. However, they found that my hands-on, professional service does not cost money ... it makes money." This approach points directly to the question, "How can you make me money?"

The question, "Oh, why do you say that?," was made famous many years ago in a popular sales training course. When a prospect raises an objection to your fee, ask this question. Listen very carefully to the response. Exactly why is the buyer reluctant about price? Did you fail on his "good deal" scale by not offering enough value for his cost? Does the prospect want to hire an accountant, just not your firm? Is your fee beyond his budget? Often the objection vocalized is not the real issue you must overcome. Listen carefully and ask more probing questions.

To sign up new clients, you do not need to be an extrovert or a super sales person. First, make sure you are dealing with the decision maker, You must project an attitude of professionalism and confidence. You need to show up on time, dressed appropriately. Do not chew gum or smoke. Avoid drinking coffee or soda pop during the initial meeting. Turn off your cell phone. Do not put it on vibrate. Do not be timid or apologetic.

The first step is to introduce yourself. Women, offer your hand first; older businessmen will not invade your space with a handshake. Give the prospect your card and ask for one in return. You want to set the prospect at ease, and then build trust and rapport quickly. To help start the conversation, comment positively about the attractive business card, office surroundings, pictures, etc. Be friendly. You are a consultant, and you simply want to help the prospect. You are not a sales person or adversary.

To stay in control of the discussion, you need to set the rules for the duration and purpose of the...

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