How to seal the deal and overcome any buying objection in 3 steps:

As a sales practitioner for more than 15 years, I realise there's no worse feeling than receiving an objection and losing a sale you thought you have given your all!

What should you do when a buyer indicates that he/she is not ready to buy?

This is how you can (A.C.T.) and potentially turn every objection into a buying opportunity:

☑️Acknowledge the customer's concern.

Because most objections are often emotional responses and are rooted in fears, doubts, frustrations, it is crucial that you first address the emotional side of every objection.

It is not about "being right"; it is about showing your customers that you care and try to understand their point of view.

☑️Clarify and uncover the root of the objection.

While there are numerous types of objections we have all encountered, I believe there are only 6 major kinds of objections we are ultimately dealing with.

For instance, when a customer says "I need to think about it", you will need to identify the root of the objection and the type of objection you are dealing with.

Could it be an authority objection (he/she doesn't have the power to make the decision) or an urgency objection (he/she doesn't view the purchase as a priority)?

☑️Tackle the objection.

Finally, you are ready to tackle the objection.

This requires you to take control of the sales conversation by learning how to shape your customer's frame of mind.

Are you ready to A.C.T. and turn every buying objection into an opportunity?