Skills of working with objections
Posted: Sun Dec 22, 2024 5:42 am
Common customer objections:
The price is too high.
We need to think about it.
I'll call you back.
Forward the proposal to your work email.
We are already working with another company.
I don't need anything.
If a manager is unable to answer these questions, he will kuwait whatsapp numbers never become a successful salesperson. Today, the requirements for working with objections have changed, many outdated techniques do not lead to a positive result.
It is important to understand the basic psychological attitudes of a person, which are called "defense". Having created a safe atmosphere, the manager can begin to work with objections.
Ability to close a deal
A sales manager's skill that will tell you a simple truth: a client never makes a decision on his own. In fact, an advanced manager already at the initial stage puts into him the desire to buy a product, and then slowly "presses" him.
Ability to close a deal
Source: shutterstock.com
Sometimes the client gives in quickly, sometimes you have to convince him for a long time. In any case, the manager's task is to bring the person to the checkpoint so that he presses the "buy" button. There are techniques associated with risk in sales, they are called "shock", but confident managers rarely use them, since their effectiveness is not always high.
The ability to press a hesitant client
In addition to the ability to handle objections, a manager must be able to answer doubts. Some clients take a long time to make a decision, are afraid to take responsibility. Therefore, they need to be allowed to make a decision on their own, gently pressing. Sometimes you can ask the client to ask clarifying questions, then tell them about the product again. Often people get tired of a long conversation and are ready to agree, because they do not want to wait any longer.
Professional managers also know other techniques that help convince hesitant buyers.
Ability to retain and attract clients
If a customer wants to change the seller, the manager must take certain actions to prevent this. Losing a customer can have a significant impact on the financial well-being of the company. After all, so much time was spent on attracting, servicing and special offers to conduct profitable transactions.
The manager knows what steps will help to retain the client. He can be offered an individual approach and a special package of services. Also, clients need to be informed about the advantages over competitors, having previously studied their market. If it is not possible to retain the buyer, the manager should work more intensively to find new clients and attract them.
Skills in handling complaints and conflicts
Any professional can cope in a conflict environment. It hardens and gives strength for development. Therefore, a good manager uses any unpleasant situation as an experience. In this way, he develops techniques for interacting with conflict clients, learns to competently respond to complaints and claims.
If a manager is not familiar with emotional intelligence, is hot-tempered and talkative, then he will have to face many difficulties that will not always lead to sales. Also, the desire to maintain conflicts in the future leads the employee to burnout, you need to learn to neutralize the consequences of unpleasant situations.
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
8 Psychological and Motivational Skills of a Sales Manager
The success of a sales manager largely depends not only on his professional knowledge, but also on psychological qualities and the ability to motivate himself and others. These skills help to cope with challenges, remain confident in difficult situations and find an approach to different types of clients.
Ability to motivate yourself
Many salespeople sooner or later face the search for meaning. When motivation disappears, fear or apathy takes its place. A person does not want to work at full capacity, avoids calls, is afraid of failure.
Ability to motivate yourself
Source: shutterstock.com
If you do not learn to cope with such situations, then in the future you can talk about ending your career. Without a positive attitude, it is impossible to captivate others with ideas and projects. Therefore, it is important to maintain a high level of self-motivation.
Some companies have support systems where you can work with a psychologist or coach. Most often, the manager is directly involved in motivation; he can give a burnt-out employee a vacation, a bonus for past successes, or send him to study for a change of scenery.
A professional manager is able to encourage himself, because the mood is the most important factor in his work, which brings profit. There are separate self-support techniques that effective specialists know about.
Self-learning ability
A sales manager must be ready to consume a huge amount of information, be able to separate the important from the unimportant, analyze data, this skill will also be useful in everyday life.
Basic knowledge includes the concept of a product, CRM systems, new sales methods, negotiation skills, and understanding the rules of the modern market.
At the second stage, it is worth collecting and systematizing information about competitors. Without knowledge of their sales funnels, image campaigns, and development strategies, it will be impossible to build an effective system.
The specialist must find the data and check it himself. To do this, it is necessary to develop the skills of a sales manager in collecting information and analyzing it. Without the practice of self-education, it is impossible to keep up with the latest updates, changing trends and market development.
In any case, you will have to constantly develop and learn new things in your chosen field.
What should you do to develop the skill of self-learning constantly?
Follow the latest news in your field daily. Select and analyze the most necessary.
In a separate folder, collect all the necessary links and data that you can return to if you need to remember something.
Constantly improve your “soft skills” (communication skills) or “hard skills” (product knowledge).
The price is too high.
We need to think about it.
I'll call you back.
Forward the proposal to your work email.
We are already working with another company.
I don't need anything.
If a manager is unable to answer these questions, he will kuwait whatsapp numbers never become a successful salesperson. Today, the requirements for working with objections have changed, many outdated techniques do not lead to a positive result.
It is important to understand the basic psychological attitudes of a person, which are called "defense". Having created a safe atmosphere, the manager can begin to work with objections.
Ability to close a deal
A sales manager's skill that will tell you a simple truth: a client never makes a decision on his own. In fact, an advanced manager already at the initial stage puts into him the desire to buy a product, and then slowly "presses" him.
Ability to close a deal
Source: shutterstock.com
Sometimes the client gives in quickly, sometimes you have to convince him for a long time. In any case, the manager's task is to bring the person to the checkpoint so that he presses the "buy" button. There are techniques associated with risk in sales, they are called "shock", but confident managers rarely use them, since their effectiveness is not always high.
The ability to press a hesitant client
In addition to the ability to handle objections, a manager must be able to answer doubts. Some clients take a long time to make a decision, are afraid to take responsibility. Therefore, they need to be allowed to make a decision on their own, gently pressing. Sometimes you can ask the client to ask clarifying questions, then tell them about the product again. Often people get tired of a long conversation and are ready to agree, because they do not want to wait any longer.
Professional managers also know other techniques that help convince hesitant buyers.
Ability to retain and attract clients
If a customer wants to change the seller, the manager must take certain actions to prevent this. Losing a customer can have a significant impact on the financial well-being of the company. After all, so much time was spent on attracting, servicing and special offers to conduct profitable transactions.
The manager knows what steps will help to retain the client. He can be offered an individual approach and a special package of services. Also, clients need to be informed about the advantages over competitors, having previously studied their market. If it is not possible to retain the buyer, the manager should work more intensively to find new clients and attract them.
Skills in handling complaints and conflicts
Any professional can cope in a conflict environment. It hardens and gives strength for development. Therefore, a good manager uses any unpleasant situation as an experience. In this way, he develops techniques for interacting with conflict clients, learns to competently respond to complaints and claims.
If a manager is not familiar with emotional intelligence, is hot-tempered and talkative, then he will have to face many difficulties that will not always lead to sales. Also, the desire to maintain conflicts in the future leads the employee to burnout, you need to learn to neutralize the consequences of unpleasant situations.
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
8 Psychological and Motivational Skills of a Sales Manager
The success of a sales manager largely depends not only on his professional knowledge, but also on psychological qualities and the ability to motivate himself and others. These skills help to cope with challenges, remain confident in difficult situations and find an approach to different types of clients.
Ability to motivate yourself
Many salespeople sooner or later face the search for meaning. When motivation disappears, fear or apathy takes its place. A person does not want to work at full capacity, avoids calls, is afraid of failure.
Ability to motivate yourself
Source: shutterstock.com
If you do not learn to cope with such situations, then in the future you can talk about ending your career. Without a positive attitude, it is impossible to captivate others with ideas and projects. Therefore, it is important to maintain a high level of self-motivation.
Some companies have support systems where you can work with a psychologist or coach. Most often, the manager is directly involved in motivation; he can give a burnt-out employee a vacation, a bonus for past successes, or send him to study for a change of scenery.
A professional manager is able to encourage himself, because the mood is the most important factor in his work, which brings profit. There are separate self-support techniques that effective specialists know about.
Self-learning ability
A sales manager must be ready to consume a huge amount of information, be able to separate the important from the unimportant, analyze data, this skill will also be useful in everyday life.
Basic knowledge includes the concept of a product, CRM systems, new sales methods, negotiation skills, and understanding the rules of the modern market.
At the second stage, it is worth collecting and systematizing information about competitors. Without knowledge of their sales funnels, image campaigns, and development strategies, it will be impossible to build an effective system.
The specialist must find the data and check it himself. To do this, it is necessary to develop the skills of a sales manager in collecting information and analyzing it. Without the practice of self-education, it is impossible to keep up with the latest updates, changing trends and market development.
In any case, you will have to constantly develop and learn new things in your chosen field.
What should you do to develop the skill of self-learning constantly?
Follow the latest news in your field daily. Select and analyze the most necessary.
In a separate folder, collect all the necessary links and data that you can return to if you need to remember something.
Constantly improve your “soft skills” (communication skills) or “hard skills” (product knowledge).