Dear friend to Amazing very important communication between the customer and the seller. Many consider it an obstacle, it can actually be an opportunity for the sale, to better understand the customer and his needs. But we must learn to understand why the customer objects to provide adequate response, so as not to fall into dangerous situations of conflict.
"This claim may be true or false, but behind every false claim an objection is always true," says Vittorio Galgano, owner of the company and president of Ottantaventi. "Some of the false objections are caused by the behavior of the same vendor," says Galgano, "hardly the customer will say: 'I do not buy because I like her little, fills me with little confidence, you take too much confidence, it is too insistent, it is unclear'. Or often may not want to admit they can not pay a high price for him. " What
understand, then, if the claim is true or false? "You have to read body language suggests Galgano." When a person is not telling the truth, she autocontatti increase in hand / head, rubs his cheek, straightens her hair, rubs his chin, scratching an eyebrow, Pulling on the lobe of an ear, pressure on the lips, cover your mouth and touch your nose. These attitudes do not always indicate a lie, but certainly represent a state of uneasiness that the seller of the sale must be analyzed in an appropriate manner. " 
The customer can object for different reasons: the product or service offered does not meet his needs, he has doubts about the complete identity of the product or service to its actual needs; object is part of its buying habits, wants to obtain more favorable terms; want to feel important and be the first court to give its consent to the order, he wants to point out its expertise in the industry sector of the seller needs more information about the product or service. 
what to do? "First of all remember that the objections are always responds with tact and diplomacy, "said Galgano, which suggests some ways to effectively respond to the objections: 1. Weakening and compensate. Means repeating the claim in different words to diminish the importance and replicate the interference presented by the client with an advantage.
2.
Anticipating the objection. For some of the most frequent objections is often advantageous to respond in advance. This solution offers a number of advantages. Among them, one in particular: to avoid dangerous wins, because every time the client moves an objection that is passed is a defeat for him and too many defeats him can find indigestible seller.
3.
Ignore the objection. When the client fires a barrage of objections, most of which are weak consistency, it would be wrong to try to answer them all. Better to consider only the two most important: the customer, often not remembering all the objections, is satisfied.
4. Rejecting the claim on the customer. This technique allows the seller to rebut without contradicting the other party. "Why do not you find suitable?," Why do you say that you dear? "
objection on price is the most common because it is the easiest. "Often," observes Galgano, "a sales person, the question: 'How much?' reacts with the attitude of one who is compelled to confess guilt. On the contrary, the best way to deal with the objection on the price is an effective presentation of the draft article in terms of features / benefits in line with customer needs.
After the presentation, the seller must disclose the price in a voice clear and sure, the tone of one who announces good news. "
"And focus on the use of the adjective 'economic'" warns the expert, "never define their economic product! This is a psychologically wrong word, because it conveys an idea of \u200b\u200bproduct made with materials of low value or worked with less care or short-lived. We must instead use terms like 'reasonable price' or 'special price'. " "Besides," says Galgano, "we try to answer this question: there is more satisfaction to buy something cheap or something interesting?".
to your sales!
Fabio Cibelle
Founder of Amazing "Selling is the key to your freedom."
-Fabio Cibelle
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