Many sales people get unraveled thinking that when a customer says no its time to quit. Instead, I wanted to walk you through a few simple steps on how to handle these objections so you hear the customer out and create a long-term relationship.
PAC-RC: PAUSE – ACKNOWLEDGE – CLARIFY – RESPOND- CLOSE
PAUSE- This gives you time to collect your thoughts. ACKNOWLEDGE- Thank them for sharing the objection with you. CLARIFY – Make sure you interpreted what the customer said correctly. RESPOND –With what your answer or solution is to their objection. CLOSE or continue handling objections.
Example of handling an objection: Pause, Acknowledge: Thank you for sharing that with me, Clarify: if I understand correctly you can’t purchase until next quarters budget? Customer says yes, Respond: “We can deliver it next week but the billing won’t start until next quarter, will that work for you”? Close: “I just need you to sign here and then we can have the equipment delivered next week.”