Cách để Khách hàng tự mua, với không lời từ chối

Tại sao sự phản đối thực sự là những câu hỏi ? Why objections really are questions? Những khách hàng tiềm năng đặt câu hỏi sẽ không phản đối. Tuy nhiên, để thúc đẩy họ tiến về phía trước, hãy tìm hiểu xem mối quan tâm sâu sắc hơn của họ là gì. Những câu hỏi cơ bản mà họ có không phải là những câu hỏi họ đưa ra ban đầu. Bạn có thể vượt qua và thậm chí tránh được sự phản đối với những ý tưởng này từ Chủ tịch MDRT năm 2001 và thành viên Top of the Table Tony Gordon.
If somebody does not want to buy, they wil say “No, go away.” But if they say: “I want to think about it.”. They’re not actually going to think about it. But it does indicate that they are interested: What we have to do is find out, what’s holding them back.
So, the best way to do that is to recap what’s been said and to question them further. Because the underlying question, I hate the word objections, the underlying question they have is not the one that they give us. So, let’s recap. What is it that I’ve told you. That doesn’t quite fit, that you’re not quite understanding? There must be a question there somewhere. Having said that: I don’t want to provide you with trite answers to objections. What I’d much sooner do. Is share with you how to avoid objections. So, 2 ways to avoid objections.
#1. Spend more time getting to know the client. The ease of closing a sale is in exact proportion to the length of time we spend at the beginning of the sales process. Building trust with the client. That’s number 1.
#2. Stop telling your prospects and clients what they need, and ask them what they want. There’s a very small difference there, but it’s very very subtle, when we tell somebody what they need we’re selling to them. When we find out what they want, we’re helping them to buy. And if we’re helping them to buy, then we won’t get those objections. And if we analyze what an objection is, it's a difficulty in trusting us the hardest decision, anybody is ever asked to make is “Can I trust this person?”. So, when somebody says “They want to think about it”, they want to talk their Uncle Gorge whatever the objection. What they’re really saying is “I can’t make the decision to trust this person.” And we can eliminate this by becoming good at getting referrals. Because when somebody referrals to us, it is assumed. That the decision, as to whether we’re trustworthy, has been made by the referrer. So, if we want an objection-free life, work on quality referrals become good, at getting referrals. So good that you have more referrals than you need. So, you can cherry pick the ones to talk to. Then you won’t be getting objections.
Tony Gordon is the 2001 MDRT President and a Top of the Table member from Bristol, England, UK. He’s been an MDRT member since 1978.