Customer Service Tips, Tips For Success

Overcoming Client Objections

by robertr

July 26th, 2007
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cs2

Overcoming Client Objections

Very often in any selling situation, obstacles will have to be overcome before a buying decision is made. Resolving objections effectively is a process that involves careful, sensitive listening along with positive, factual responses to the buyer’s concerns. Consider the following sales techniques when preparing to meet with, or engaging in any dialogue with your customers or prospects:

  • Build a rapport
  • Express genuine interest
  • Produce a potential solution
  • Motivate the client to take action
  • Commit your service or product to enhancing their internal establishment

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  1. Donna Branson /

    Overcoming client objections is one thing, but promising them the earth is another. You must take great care not to get caught up in salesmen’s talk, where a reply of “We’ll try” or “We’ll see what we can do” automatically makes the client assume that his wishes will be borne out.

    Believe me when I say that this kind of talk will come back to haunt you repeatedly. So be very clear about what exactly the client is getting out of the deal, including freebies and favours, so there are no long faces or misunderstandings from both parties at the end of the day.

    Keep it real people.

    Donna