Another way to overcome sales objections

"Just supposing ..."

OK, so you're through the prospect's door and you've had a good sales meeting (so you think). And then the prospect starts to raise objections - reasons why they don't want to buy from you.

This will happen time and again, and an experienced sales person will handle objections in the normal course of events. Often, objections are raised by the prospect because they are not yet convinced that they should buy your product or service.

This is where the "just supposing.." way of handling objections can be very useful. Here's a few examples:

Prospect: "I already buy from another supplier"
You: "Just supposing you were convinced that there was another supplier who could satisfy all your needs at a lower cost - what would you do?"

Prospect: "I've got no need for your (product)(service) right now"
You: "Just supposing you could see that this (product)(service) could save you significant amounts of (time)(money) - what would you do?"

Prospect: "These things are a waste of (time)(money)"
You: "Just supposing you were convinced that they would (make your life easier)(reduce your costs)(increase your sales) - what would you do?"

Once you've had a fairly positive response to your question, you have got a 'conditional' agreement to the sale. That is, if you can now demonstrate what you believe your product / service can do for the prospect - and specifically answer the objective, you should be well on your way to closing the sale.

Remember, though, that this sales technique, like many other approaches to the selling situation, carries no cast-iron guarantees! It's simply another weapon in your sales armoury. But give it a try the next time the opportunity arises!

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