When the salesperson answers an objection to the prospectus, he does so in certain circumstances, in order to achieve maximum efficiency in the treatment of the same. One of them requires knowing and applying well two propositions of contradictory appearance. The first is: Who gives value to the argument that exposes the commercial is the prospect ...

Objections: valuation of the argument

Objections: valuation of the argument

When the salesperson answers an objection to the prospectus, he does so in certain circumstances, in order to achieve maximum efficiency in the treatment of them.

One of them requires knowing and applying well two proposals of contradictory appearance.

The first is: Who gives value to the argument that exposes the commercial is the prospect who listens to it. And, therefore, who decides if that convinces him or not. Or in what degree it does.

And the second: nevertheless, it is the salesperson who must present his arguments according to his own assessment, exposing first those which in his opinion have the greatest conviction value and leaving for the end those of less intensity.

They oppose then two assessments of the same argument, which has been used, which starts the commercial and which appreciates the prospect. And it is obvious that they may not coincide in their evaluation.

Errors in the valuation of the argument

The commercial -in front of the exposition of its arguments for effectively deal with the objection-can, if not noticed, make two mistakes.

Objections: valuation of the argument

Evaluation of the counter-objection

The first is to consider that your list of arguments to counteract the objection all have a similar value, or at least they are reasoning in which is difficult to find value differences. Of course that is not the case and among those we will have in each case according to the objection expressed will be arguments of greater weight than others.

The second error is to suppose the opposite: that is, that a certain argument is superior or inferior to another. And this is true - and there is no contradiction with the above - because even though we may have - and we will have - arguments that we create of greater value than others ... it is the prospect - and not us - that decides on their importance or ability to convince .

Therefore, arguments, in our opinion, of great capacity for conviction can be considered banal by the prospect. And the opposite, weak reasoning in our opinion, can have a great impact on the prospect.

In short, it is the other, the prospect, which gives or takes away our counter-reasoning arguments.

Conduct of the commercial in the valuation of the argument

The commercial must structure its counter-objection, both in its response rate, which we will see below, and in force that supposes its arguments. It does not matter if the other is the one that finally decides on its value -it can not be otherwise- what is necessary is that the commercial discourse, also in this part of the treatment of the objections expressed, is consistent with its perception of the operation.

That is why you must, in addition to selecting the answer arguments, do it in a certain order: the one that goes from your highest value of conviction to the least.

No need to forget that in a personal sales process like the one we will maintain, the correct development of the sales interview not only minimizes the appearance of objections but also gives clues to the salesperson about what the prospect appreciates or not. Tracks that can be used to answer objections that could happen despite everything.

We leave it here. In the next postcard I will talk about the cadence -rhythm of exposure- of the arguments of counter-objection that the commercial has chosen for the answer. In the meantime, stay healthy!

Notes:

(1) The little face we have used for the image of this postcard is from the extraordinary German designer GERALD and was on PIXABAY.COM under the label of CC0 Public Domain.To all of them, we express our gratitude for your courtesy.

Is the Energy Certificate mandatory for real estate agencies?

More and more consumer inspections are being carried out to the real estate agencies to check if they have the Energy Certificate in the real estate that they commercialize and promote. Currently, the person in charge of housing that has this certificate is not only the owner, but also the agency that advertises said properties. What is a Certificate ......

Real estate news, housing sale errors.

Some owners wonder why they can not sell their home and, it is not an easy task. It is a procedure to which you have to spend a lot of time and you must have a minimum knowledge. An inexperienced or uninformed seller does not generate confidence in the buyers. In this …...

Protect your business: 7 Tips to avoid a cyber attack

Currently, all companies depend on technology and both business and personal information may be exposed to cyber attacks. It is very complex to protect computers 100%, but there are some formulas to prevent them with a high percentage of success. Here are some tips: Content1 Protect computers.2 Make backups.3 Browsing ......

The real estate online: a significant competition for traditional real estate

The real estate online burst into the sector at a thunderous pace making competition to traditional real estate. And it is that, the changes that come from the hand of technological advances are inevitable. This has also happened in other sectors, in which digital platforms are having a strong demand from the ......