Overcoming Objections
Monday, March 19, 2007
Closing a sale on a remodeling or building job is an art form. Most property improvement projects can be very expensive. Your potential clients are going to have objections. Keep in mind an objection is not a "no". An objection is a concern and it is important to not give up on your first try. Many sales pros suggest overcoming two to three total objections before giving up.An objection should be considered a good thing. It shows interest in the sales process. An objection is a question, a plea for more information. "You charge too much" is the same as asking "How can I get my project done within my budget?" By talking to potential clients about your services, you're giving them details on your level of quality craftsmanship and materials.
If they state they are not ready to make a decision at this time, they are stalling. What they are saying is they either want to look for a better bid or they're not ready to make a commitment. Use this as a way to show them that you realize they're stalling. By stating "I understand you feel this is a big step" or "I know you want to get the best deal, but..." you agree with them and set yourself up to close the deal. State your company's case or ask them probing follow up questions. Questions reveal why they want to stall. You'll get replies that gives away the root of the problem and you can adjust your estimate or explain why they need to pay more for a product or service.
The key to overcoming an objection is to agree with potential clients. If you try to fight back or argue their point, your chance of closing drops to zero. By empathizing with them, using terms like "I understand..." or "I feel the same way..." you acknowledge their concerns and set up the opportunity to answer questions. Do not over-talk the objection. Answer their question and move on to closing the contract. You may spend too much time trying to explain their concern and that will only keep it in the forefront of their mind.
If you build trust and rapport, effectively sell your services, and overcome up to three objections you'll have a better closing rate on your potential projects.
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Labels: Contractor Advice, Sales Advice
