Effectively learning to overcome objections and obstacles inside the sales process is an important skill to train and cultivate within every independent contracting team. A great way to learn how to overcome objections is to be aware of the most popular objections that clients use and then learn the most effective ways to work through them. The last two Thursdays, we explored two of the five main obstacles that Zig Ziglar outlines in his quote:
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”
Today, we are going to explore how to successfully overcome the third obstacle in this quote, “No Hurry”:
“No Hurry”
This obstacle is one that may be used by customers that know they are on the brink of needing to replace or repair their product or system but they haven’t had that final nudge to make a decision. These customers may be the very people that give your company an emergency call during the dead of winter or summer because they didn’t take precautionary measures by choosing to fix their problem. However, the “No Hurry” obstacle can be overcome when a company team provides service excellence, offers limited-time promotions, and proves the client’s need for service or replacement.
When your company displays outstanding service excellence through every aspect of the customer’s experience then it will prompt the customer to want to do business with your company. While this great impression may not be the only aspect that overcomes the client’s procrastination, it may be the “nail in the coffin” when they decide to close the sale. Along with providing amazing service excellence, it is important that your service company provide limited-time promotions in order to create a “sense of urgency” within a client that is prone procrastination. When a tech can provide limited-time promotions and specials that will meet the client’s need then they will be more likely to quickly close on a repair or a replacement sale in order to take advantage of the opportunity.
The last technique to overcoming the “No Hurry” obstacle may be the most important. When a technician can thoroughly prove to a customer that a service or replacement sale is needed then it will naturally spark a customer’s “sense of urgency.” Clients that decide they are in “No Hurry” to close on a sale may not have all the information they need to make a well-informed decision. But when a technician can show a client that investing in a repair or a replacement is in the customer’s best interest, both in the short-run and the long run, then the client will most likely make the most logical decision because he or she is better informed.
Understanding the importance of overcome obstacles and objections is vital to the success of a sales call as well as fundamental to the healthy and steady growth of a company. Thank you for following our weekly posts. Here at Service Excellence Training, we turn learning into earning!
-Resource curated by Whitney Stewart of Service Excellence Training
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