Objections are normal in any direct selling career. They add spices to your credibility as an expert direct seller. In fact many who have been in the direct selling business for a good number of years would attest of having faced numerous customers’ objections before hitting tremendous sales record.
Objections in direct selling could be very challenging, even at times causing a lot of frustrations, especially if you are a newbie in the direct sales industry. If you are not totally prepared to deal with any forms of sales objections from potential costumers, then, this might push you to accept defeat and eventually put behind a direct selling career.
If you are really determined to overcome objections in direct selling, here are 6 effective steps that you could follow to become a better and efficient direct seller:
- Be open to possible objections
If you have been in the direct sales for almost your entire career, you probably developed your skills of determining possible objections even before a client speaks out his/her views by just assessing his/her facial expressions or other forms of body language. Try be more open to any client’s reservation while you are in the middle of your product presentation or sales demo. To combat any sales objections from happening in the first place, point out in your presentation all the best features that your product could offer to any potential buyer like where are your products manufactured. For example, stating that all your goods are produced in the USA already give the highest level of quality and strict compliance of safety standards and if a potential client ask why your products are a bit costly as compared to other brands, then, point it out what you have just stated awhile ago in your discussion. This simply left no more room for your target audience to argue with your statement, since yours is true to fact.
- Be straightforward
Most of our prospects are busy individuals, so they don’t have a lot of time to spare just to listen to your long sales discussion as to why he/she should purchase your product. Being straightforward most of the times could be an advantage because it gives the impression of your sincerity and your strong belief to the products you are offering. Speak clearly and in a professional manner tell your potential consumer by using only short product descriptions and the advantages he/she would get in return from trying out your products.
- Tackle the client’s objections
Find out what is the real issue behind a client’s refusal to consider your products. Ask about the particular client’s objection. Don’t just pretend of not hearing their reservations, but, rather tackle the negative views and offer a better solution to their concerns or what is preventing them from buying your goods. If you found out during the sales conversation that the clients is hesitant because of their limited budget, then, provide other alternatives in which they could avail the products without leaving them broke like giving reasonable discounts if they bought in sets or perhaps advice them to buy per piece if money is the main problem.
- Show rational thinking
Don’t just think of hitting sales all the time. Make your potential buyer feel that you are more concerned about his/her welfare by showing a rational thinking on his/her personal views on the products that you are offering and tell him/her that you understand whatever decision they make. Discuss as well how you could work things out for their greater advantage.
- Accept client’s negative views
There are numerous reasons why a client would object or reject your sales offer like the price or delivery dates issues and the product itself. Never be discouraged with your client’s sales objection, but, explain the possible advantages they will be missing if they will not avail your offer. Show the client that your product’s positive reviews outweigh their negative views and assure them that you will attend personally their orders and guarantee prompt delivery.
- Project a happy mood
No matter how tired you are feeling during a sales event or client meet-up, never show irritation even when clients clearly object your offers. There are times that no matter how hard you try to make a sale, clients remain reserved and not fully convinced with your products. Consider all these events and scenarios as challenges to make you a better salesperson in the future. Keep in mind although these clients didn’t avail your offer at the moment, they are still considered as potential leads for future sales. Always project a happy mood feeling for this kind of perspective produces positive energy that might encourage a client to buy.
As you gain more experience in direct selling, dealing with all sorts of client objections is just a piece of cake. Never stop believing in yourself and learning new selling techniques that you could put into good use. Get all the needed direct sales training from schools, universities and even online. There are legitimate online direct selling institutions who are offering their specializations in direct selling that you could enroll. Find out which among these providers offer the right direct selling course for your particular needs. Remember, treat each sales objection as a trial that can be solved through continuous improvement of your selling skills and try practicing the above steps to win a sale all the time. Keep on dreaming big in direct selling.