Are,You,Leaving,Money,the,Tabl marketing Are You Leaving Money on the Table When It Comes to Handling
Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t
Youve spent weeks pouring your heart and soul into developing a new product or program.Youre thrilled to finally be talking about it with a potential client. (And in your heart of hearts, youre already spending the money youre going to make from the sale.)So it comes as a terrible shock when you hear coming out of the clients mouth, not a resounding Yes! but instead Uh, Im not sure I can afford it right now. Let me think about it.Objections are a fact of life. In fact, many business owners are so wary of hearing no that they avoid asking for the sale in the first place. Not a profitable strategy. By the same token, if you wait until an objection rears its unwanted head before you think about how to handle it, you wont get good results either.Knowing how to deal with objections means you can approach any potential client conversation with ease and confidence. You may not always get a yes at the end but you wont have missed the opportunity.To support your success with making more sales, I suggest 5 ways to turn an objection into a sale.1) Ask questionsAsk questions to clarify the objection. Its important to hone your ability to really listen to what the client is saying so you can make sure you truly understand what the real objection is. (The first objection is often a smoke screen for something else the client is unable or unwilling to articulate.)2) Agree and counterbalanceInstead of feeling like you have to convince the client of the error in their thinking, look at it from their perspective. Yes, I can see how this might sound like it requires a lot of time to learn. Have you considered how much time it will save you when you no longer have to [whatever problem your product solves]?3) See it as a potential yes rather than a solid noInterpret the objection as a request for more information. Bringing up an objection is a sign that your potential client is most likely weighing out the decision in her mind. Someone voicing an objection is actually closer to making the purchase than someone who says shell think about it without asking any questions.4) Negotiate a Win-Win SolutionRather than attempting to overcome the objection (which puts you and the client on opposite sides), come from a place of cooperation. Youre working with the client to arrive at a mutually agreeable solution. This way you can serve as a partner, rather than a vendor.5) AnticipateThe best way to handle an objection is to avoid it altogether. And the best way to do that is to anticipate what questions or concerns the potential client will have so you can address them before theyre even voiced. Very powerful.The wise (and by that I mean money-making) entrepreneur knows that an objection doesnt signal the end of the sale.It just means the client needs a bit more information before theyll feel comfortable saying yes.
Are,You,Leaving,Money,the,Tabl