To overcome an objection is one of the most important aspects of sales. You can overcome an objection in a few different ways, but regardless of what method you use to overcome an objection, a structure will increase your success rate. Let’s go over a step-by-step structure of overcoming an objection.

Step 1 – Acknowledge and Empathize

The first step is to acknowledge and empathize with the objection. Keep in mind that this involves telling the customer that their objection is not that important. Obviously, telling anyone that his or her thoughts are not important is not the best way to strengthen a relationship. Because of this, the acknowledging and empathizing with the customer is extremely important. A great way of empathizing with the customer is to tell a personal quick 1 to 3 sentence story on when you felt the same way. For example, “I completely understand that you feel [objection]. I felt the same way when I [tell quick story].” This will help you avoid weakening the relationship.

Note: The “Feel, felt, found” method of overcoming an objection is a quick learning tool. It is effective because it gives people an easy to remember structure. However, in my opinion, it is an incomplete way to overcome an objection. It is, however, a great tool to help you remember to acknowledge and empathize (feel = acknowledge, felt = empathize, found = offer more information).

Step 2 – Offer more information

I’ve heard many sales trainers say that an objection is an opportunity or a request for more information. I agree. When a customer presents an objection, providing facts and more information on the topic is a great way to prove you are an expert and a great lead in to overcome an objection. Use facts gain the upper hand in an argument. For example, let’s say a customer says that the cost of using premium gasoline is too high. You could tell the customer, “Did you know that using premium gas can increase your mileage per gallon by 5%? So if premium gas is only 4% more expensive, you are actually saving money.” You could also say, “Did you know that using Premium gas can make car engines last 25% longer? Is the money saved on cheaper fuel worth the risk of incurring expensive damage to you engine?” I don’t know if these facts are true, but if they were, wouldn’t you start using premium fuel?

Step 3 – Present your rebuttal

Presenting your rebuttal is the step in overcoming an objection where you explain why the benefits outweigh the objection, present your solution, or present your argument. This is where you will actually overcome an objection.

Step 4 – Reinforce pros and minimize the cons

The purpose of this step is to reinforce your position. Once you presented your rebuttal, you can make your position stronger by reminding the customer of some of the key benefits of buying. This is also an opportunity to play down the objection. For example, “with a 5% increase in miles per gallon, a few cents more per gallon is not that big of a deal.”

Step 5 – check for agreement

The last step is to check for agreement. This is the part where you will test the customer’s reaction to your rebuttal. A simple, “right?” or, “what do you think?,” is enough. The importance of this step is to read the customers response and body language so you can adapt your sales pitch. This is extremely important because every customer is different, and every customer will react differently to the same rebuttal.

Overcoming an objection is not simple process. Overcoming an objection is a skill that takes practice. Overcoming every objection is impossible, but using these steps, the techniques in How to Overcome an Objection, and with practice, you can increase your success ratio significantly.

The author, Roberto Mejia, can provide additional information. Visit his website at HowtobeaSalesperson.com.

Howtobeasaleperson.com is a website dedicated to offering sales how to, sales techniques, sales best practices, sales advice, and bringing sales people together to share sales ideas and success stories.

Building your own home the way you like is the new trend that everyone seems to be following. Many cities have old homes that were constructed over thirty years ago. A new home would be more stable and it would have a better market value when the time comes to sell it. Investors choose to build homes and sell them mainly because there is a large profit margin in the business. When building a home, you will need to have some capital. Without capital it is extremely hard to get a builder to work on your project. There are several builders in most markets, so you should look at some of their recently built homes to get an idea of how their craftsmanship is.

First, draw up a list of potential builders you will be using for your home. These builders should be both established and knowledgeable about the industry. The internet is a great place to start your search for a builder, as they list reviews and information on expertise. If a particular builder specializes in commercial buildings, you should leave them to it. Focus on home builders that have experience in building the type of home you want to purchase. Once you have found your builder, run a check on the company and the people that you are dealing with. You can use online resources to get information on the builder.

The builder would have a collection of modern home floor plans and designs. You will be the one making the decision to purchase, so everything is in your hands. You could give the builder instructions on what you want and they will draw up a plan for you. Most people tend to choose a plan that the builder has experience in building. The home itself would be built with no extra furnishings. The floors, tiles and carpet would be part of the last step. Once a plan is derived, you will need to negotiate a building contract. Builders typically take a portion of the money up front for materials and labor, and they will expect frequent payments in the middle. The final payment is made through a lender that you have fixed your mortgage with.

A good builder has better access to roofers, electricians, plumbers and painters. You simply watch them get the job done. Once the foundation for your home is built, all the walls will go up. The electrical and plumbing work would be completed next, and drywall would go up. You will then be given a number of different styles in terms of flooring, tiles and carpet. The builder would need to know what type of flooring you want and the type of tiles you like. Some are more expensive than others, so people tend to choose the low cost ones. The final product should be exactly like how you imagined it would be, and if you have a good builder, it will be.

To find out more about building and real estate, you should visit Real Estate Webinars. They have some good articles and videos: http://real-estate-webinars.com