Let me start by saying this post has nothing to do with politics (for those of you who remember the “lipstick on a pig” comment). What this has to do with is addressing the common questions and objections your prospects have when buying from you.
Hopefully you have heard the phrase, “…the elephant in the room…,” if not it just means there is something that is so big it stands out and cannot be missed. In your business you have “elephants” just like the rest of us. So, what do you do?
I have always been a big proponent of addressing the common objections that people have about your product or service. I believe the sooner you can get those out of the way the better. If you voluntarily answering these objections it will leave your prospect with very little ammunition to come up with reasons not to buy.
Here is a very simple exercise that will help you sell more effectively and get more clients and more referrals. First, write down the questions you answer on a regular basis. “Your cost is too high.” “Your store is too far away.” “How do I know I can trust you?” “How do you know this will work for me?” You get the point.
After writing those down come up with answers that will directly address why those questions shouldn’t be of concern. This will allow you to use this in your sales presentations and in your marketing messages.
After you have come up with the main questions be sure to take note of others that come up with your clients and prospects. Write them down and answer them too so you are ready whenever they come up again.
Put some shiny red lipstick on the “elephant in the room.” Your product will look much more attractive now!
