When you are in the process of showing a customer a product, and trying to close the deal out, there is a good chance you will hear “NO.” Remember when a customer tells you NO, if you have done your job right up to this point, they are really telling you “keep talking I am not quite ready yet.”

The difference between sales people and sales professionals is the ability to overcome customer NO’s and objections. A sales professional will take the NO from the customer and start asking more questions. They will continue to ask proper questions to get the customer/buyer to open up to what they really want. They will find out what is most important to the customer and build value on it. A regular sales person will feel rejection and lose confidence in the deal.

The sales professional continued to ask questions to find out what the customer really wanted. From here a sales professional will use their abilities to build value in the area that is important to the customer. The sales professional will then ask the same question in a different way to overcome the NO and objection. This is done by asking the right questions and listening to the customers answers. Being they are a sales professional, they will get the customer to the right product, show them value in the product, come up with a fair medium for all, and close out the deal.

There are many built in objections buyers have when they are out shopping, especially when they are spending a large amount of money. A sales professional will never want to say no, or I can’t to a customer, even when they can’t do what the customer is asking for. Instead a sales professional will show the customer what they can do and create value in the process. Keep the process moving forward. Let the customer know what you are doing for them, but don’t bore them with too many specifics.

Selling is all about:

Builing a relationship by asking the right questions.

Getting the customer on the right product that best fits their family’s needs and budget.

Giving a good demonstration.

Creating Value in the Product.

Overcoming the customer’s No and Objection’s.

Restating the benefits and value they are getting for their purchase.

Asking for the sale.

After everything has been done right the customer should be begging you to buy your product right now.

More to come on this same subject again really soon, I hope I was able to help you grow in sales this this.

Noel Walsh NW&A Creator of “Conquer What You Chase” Sales Training, Motivating, and Dealership Consulting from Ann Arbor in Southeastern Michigan.