When it comes to RV sales and closing skills, one of the quickest ways to improve is to simply eliminate mistakes. Here’s a list of some common mistakes salespeople make when handling objections.
1. We sometimes create buying objections by skipping the steps to a sale.
Rarely do deals run perfectly smooth. It is the salespersons responsibility to make sure to follow the necessary steps to ensure the deal runs smoothly until the customer decides otherwise. Skipping any step to the sale will increase your odds of receiving objections from the customer, and rightfully so many times. If you do not supply the proper information to the customer to help them make an educated decision, objections are sure to arise. Not taking the time or improperly building rapport for example, will usually create objections. If you don’t attempt to briefly interview your customer to determine the important factors in making their decision you will quite possibly do a presentation and attempt to close on the wrong product and create more objections. If you don’t do a dynamic presentation to build value in your product, you will get price objections. If you don’t understand how to properly qualify the customers’ budget you will get the same result.
2. Many salespeople do not know how to properly bypass objections they don’t want to address.
Contrary to popular opinion, especially in today’s tough price market, price is not what everyone worries about. You need to learn bridging sequences to allow you to professional change the subject from one you don’t want to talk about yet, to one more suitable for where you are in the deal or presentation. Bridges allow you to move from one sequence of words to another smoothly and help you stay in control. Practice “changing the subject” using bridges like “By the way…”, “When thinking about…”, “When deciding on…”, and “As a matter of fact…”.
3. We sometimes attack the objection, rather than understanding and solving the problem.
All of us, including our customers, say and do things in a buying situation that we might not normally say. As a salesperson, if you react to those statements in an unprofessional manner you may inadvertently turn an easily solved reflex objection into a sincere one. No matter what objection is presented you must remain casually confident. Developing great selling skills is what creates this confidence. Stop using the typical washed up “If I could… would you?” Nearly 90% of the retail buying public recognizes this as a selling technique and is uncomfortable with it. Learn to improve your language skills through professional sales training from someone who has experience in your industry and understands your customer.
4. We often use price to overcome most objections - even though most of the time it’s not the objection.
The purpose of a proper interview is to correctly determine the customers’ wants and needs. If you can discover the 5W’s of a customer (who, what, where, when and why) you will do a better job at product selection, price point, and features important to the customer as well as determine the important emotional need for making an RV purchase to begin with. Most customers will bring up price objections, so expect them and respond to them correctly. RV deals are made when value exceeds the price. Understanding the customers’ needs, combined with getting the customer excited about owning the RV and showing them how it will meet their needs will help overcome most price objections.
5. Sometimes we focus on the wrong objection.
People never say exactly what they mean under stressful situations. You must learn the difference between reflex and sincere objections and know how to handle both, and strive to determine the sincere objections. Sincere objections are the real reason a customer believes they cannot buy today. You must also learn how to clarify, rephrase, and isolate objections to make them easier to manage.
Remember, if you can determine the sincere objections and the communication lines are clear, you can now close successfully.
Now Go Sell Something
Chuck Morgan
Be sure to check out our live, online RV sales training webinars at www.rvsalestrainingonline.com
Posted under rv sales
This post was written by admin on July 8, 2009
