Most sellers do not (even try to) overcome objections. Most people confuse “agreeability” with “likeability.” They think that if they agree with the customer on everything, the customer will like them best. This is not true. No one marries the yes-man/woman. It’s boring. Customers, on the other hand, will “date” salespeople (take their number, let them work for free), but not marry (buy from) them, because sellers let them.
Overcoming objections feels like arguing to most people, but Master Sellers seamlessly make it part of their relationship with ALL their customers. They understand we are in a yin/yang relationship and we must bring the yang! When we are comfortable in our role, customers will be too.
I Have to Check My Inventory
This is not true. They do not need to “check” their inventory. If we are calling them on an item that is integral to their business, they KNOW exactly how much inventory they have of that item! Every stick of lumber in their yard has a barcode on it. Ninety-five percent of our customers have real-time inventory right in front of them when we talk to them. We must know this in our souls. Options:
Us: “The last time we spoke you said you had enough to last a week. That was a week ago. How have sales been? We (get in the “we” mode) probably are about due for another load, right?” (Note: WE should know where our customer’s inventory levels are on the items we sell them. How do we find out? We ask them—all the time. Simple, but most sellers don’t.)
The Market Is Coming Off
Drill down and be specific on every item we sell them. With this information we “babysit” the market and our customer’s inventory, so when the market does turn we sell them instead of getting the “I just bought that one” response.
I’m Waiting on a Couple More Numbers
Us: “Susan, I’d love to let you shop this a little more, but this is the last one we have at this price. Every salesperson here knows it is a great deal and are offering it to their customers right now. It won’t be here when you call back.”