When you make a sales call to a prospective customer, you can often hear their objections rattling around in their head, even though they might not voice them out loud. In many cases, customers choose not to voice these concerns at all, but will simply choose not to purchase from you and ignore your calls in the future.
So, to overcome these objections, you need to follow these three rules for effectively framing your calls.
1. Build Emotion
A well-framed sales call will generate emotion in the prospect. This means creating a sense of how they will feel after they buy your product. You need to decide which emotions to focus on, such as how they can get a promotion after buying your product or will feel good that they’re supporting others.
2. Giving Ownership
Whenever someone buys something, they would like to feel that they are taking ownership of that decision and will be a part of the solution it leads to. If you give someone ownership, they are less likely to put forward objections as they feel more a part of the decision. A great way to do this is to make them a part of the implementation stage of putting your product to use.
3. Create Vision
Yes, your prospect will want to know how your product helps them today, but more importantly, they want to see where it will take them in the near future. You need to build a mental picture of where this product will take them and how it will play a crucial role in achieving an aim that the client has.
Framing sales call to overcome prospects’ objections can lead to entirely changing the way in which they are perceived. You should not be talking at a prospect. Instead, you should create an engaging environment where they will want to make the purchase and buy into you as an individual.