Need help to overcome sales objections?
Do they sell computer networks or other
IT products and services to small businesses?
This article provides tips and tricks to
help you overcome the most common sales objections when selling networks to
leads, customers, and small business customers.
The problem usually starts when you
start talking about a network update. Over time, many small businesses,
customer, and client prospects will focus on cost.
These small businesses, customers, and
clients often neglect to consider the incidental costs of a wrong investment in
a network ... such as loss of employee productivity when sloppy corners are
cut, downtime when fault tolerance is a reflection. The late costs of IT
consultants and service costs when selecting complicated support solutions or
"dead ends" mainly due to their low price.
Regardless of the depth of your initial
consultation, IT audit, website survey, and network design reports, there may
be some unforeseen customer objections shortly before obtaining customer
authorization to proceed (usually a signed contract and an order from payment
or deposit check).
Why
Overcoming Sales Objections Is So Crucial
Since a relatively small concern can
threaten to hurt the entire sale, you need to learn essential business
development skills to overcome sales objections, with some of the biggest
obstacles to closing deals in the small business network.
With these strategies to overcome sales
objections, you will be much less able to become emotional, defensive, or just
irritable. Then you can focus on keeping your eyes on the ball and finding out
the best way to solve the prospect's or future client's problems ... and, of
course, close the sale. Remember that your business is not in business to solve
potential problems, only paying customers.
Overcoming
Sales Objections: Apathy
I hope you get a good night's sleep
before this sales objection comes up. You need a powerful force to overcome
apathy.
If small business decision-makers have
an apathetic view of networking, it may take weeks, months, or even years for
decision-makers to feel a sense of urgency about the proposed network design.
However, once you discover the roots of
this apathy, you can promote (or at least push through) the approval process.
Here is a typical example you will find
in the field: A small business owner sees no problems on the existing
peer-to-peer network. However, one or two seemingly harmless mistakes can make
the small business owner understand the "light."
With a Microsoft Windows peer-to-peer
network, for example, the "server" looks entirely reliable until the
person working on the PC performs. In contrast, the server inadvertently
presses the reset button with their knee.
If you need to overcome the most common
selling objections, you need to be very skilled and tell these kinds of warning
stories with the right time, delivery, and empathy.
Use
network reliability to overcome sales objections
The reliability of the PC / LAN network
can also be affected when the end-to-end server user performs an unexpected and
unexpected reboot and reboot because a software setup program has requested a
reset.
In peer-to-peer networks, data
protection is often an afterthought. If a similar service is not protected by
fault-tolerant hard drives, a reliable tape backup drive, a server-class UPS,
and up-to-date antivirus software, the same server will become a crash waiting
for it to happen.
So while one of these factors can turn
apathy into an opportunity, there is sometimes a little divine intervention to
help you overcome sales objections.
One day, a storm and a power outage push
your client's "server" beyond limits. When power is restored, the
server cannot even start at the login or login screen.
