Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Do You Know the Emotion Behind the Objection? > NetSparsh - Viral Content you Love & Share

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions.

1. Does the buyer feel neglected?
This is a prime danger of taking regular customers for granted. You could well walk in expecting a sure-thing order only to find that your customer isn't sure he or she wants to deal with you anymore. Why not?

The buyer may feel that the amount of steady business that his or her company has provided merits more of your time and attention then you've been giving lately.

The buyer may feel that his or her job depends on dealing with a supplier who can be trusted to deliver what was ordered when it's supposed to be delivered., who will still be available after the order is signed.

If you've determined that neglect is the emotion behind the buyer's objection, the best thing to do would be to let the customer get all those feelings outside in the open. Once the buyer has made you aware of your shortcomings, he or she may still give you the order-once promised to do better in the future.

2. Does the buyer feel that you're not showing enough respect?
To some buyers, salespeople who just "drop by" are telling them that they aren't important enough for an actual appointment.

Make sure you show respect for your customers' time-especially in the initial stages of developing an account-by taking the time to set up an appointment for your call. Later, customers may indicate that its okay to stop by any time you have a useful idea to share with them.

3. Is the buyer afraid of doing something new?
Fear of taking a new course of action is a common emotion. Staying with a known product or service is a secure investment.

When this fear is the emotion behind the objection, you must show the buyer-tactfully, of course-that not trying new methods or products eliminates the possibility of benefiting from them. Especially if the buyer has been burned before by a new-and-improved product that turned out to be neither, you may have to prove that your product or service will really do what you've said it will, that its value is worth its cost.

4. Is the buyer afraid of abandoning the old?
Closely related to the fear of taking a new course of action is the fear of abandoning an existing one-especially one that represents a major start-up investment-even if its proving unsatisfactory. A company that has already made a significant investment in its existing program will probably be hesitant about dropping a similar sum on a totally different alternative.

If you realize that the prospect is not going to abandon what it has, you still don't have to abandon the company as a client. Look for ways that your product or service can help solve some of the problems created by the existing system. But take care not to sound too critical of what could be the buyers ( or someone in top management's ) pet idea. Don't tell the prospect to dump the existing product and switch to yours. Instead, explain that you are aware of the problems and that if the prospect will allow you to explain your alternatives, you'll be able to show how your product or service can help them correct them.

Making an honest attempt to understand the emotions behind sales objections helps you to position your product or service in a way that makes it easier for your prospect to say "yes".

Neil Greenberg is a sales maanger with a DC based e-commerce company.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at

$800 Billion For Sales Training
MediaPost Communications
Sales continues to be a top investment priority for businesses, according to the third annual LinkedIn State of Sales report. In the U.S. alone, companies spend $15 billion each year training sales employees and $800 billion on incentives to retain talent.


4 Ways to Make Sales Training Stick
There is this old saying about marketing that goes like this, “Half of my marketing dollars are wasted, I just wish I knew which half.” It's a slight jab at my friends in marketing, but one that applies equally to sales training and development. Sales ...

Alcohol serving, sales training class set Oct. 28
Illinois Licensed Beverage Association, Chapter 76, has scheduled a class for the state's mandated BASSET training. The class will be from 1 to 3 p.m. Sunday, Oct. 28, at Jack's Place at Grizzly Jack's Grand Bear Resort. Cost is free for ILBA members ...

Carew International Announces 2019 Sales Training and Sales Leadership Training Schedule
PR Newswire (press release)
CINCINNATI, Oct. 17, 2018 /PRNewswire/ -- Carew International, a leading sales training provider and Top 20 Sales Training Company as ranked by Selling Power magazine, has announced its open enrollment sales training and sales leadership training ...

and more »


Aligning Sales Training for a Better Product Launch
Launching a new product is a tremendous opportunity to boost revenue and expand to new markets. But most companies miss out on this golden opportunity. The best sales trainings take advantage of new product launches to improve your reps' alignment ...

Director of Sales Operations
Built In Chicago
These include planning, reporting, sales process optimization, sales training, product training, sales program implementation, and sales administration. He/ She is responsible for the overall productivity and effectiveness of the sales organization ...

Money Management

ASIC wants product sales training powers
Money Management
The Australian Securities and Investments Commission (ASIC) wants the ability to intervene in training associated with the sale of financial products. The regulator has told the Senate Economics Legislation Committee that its efforts would be assisted ...

Sales Training Manager
Built In Austin
The Sales Training Manager is responsible for training, developing, motivating, and integrating trainees through our learning and development programs at Opcity. The Sales Training Manager facilitates all the necessary tools, information, and skills ...


How To Win More Deals: Reenvision Sales Enablement
In the past decade, businesses have come a long way in giving their front-line salespeople the tools and information they need to operate more effectively and engage customers more successfully. The results from sales training and enablement programs ...

GlobeNewswire (press release)

Study Finds 1 Out of 2 B2B Sales Reps Fear Making Cold Calls
GlobeNewswire (press release)
RANCHO SANTA FE, Calif., Oct. 16, 2018 (GLOBE NEWSWIRE) -- According to research findings released today by ValueSelling Associates, Inc., a leading sales training company, fear is one of the biggest obstacles to business-to-business (B2B) outbound ...

Google News

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale!

Follow this story...I went to Best Buy today to get... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

The ?Finding Common Ground? Sales Technique, Is A Myth!

Almost every book, manual, workshop or tape series teaching selling... Read More

Emotions That Sell, Part 2

In the last article, we looked at three emotions (besides... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to... Read More

Equal Chance of Winning The Sale? Bah!

Are you going to win this deal? With just less... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

How Pareto?s Principle Impacts Your Sales Success

Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a... Read More