Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients. The problem generally begins when you start talking about a network upgrade. Around the time, many small business prospects, customers and clients will dwell on cost. These small business prospects, customers and clients often neglect to consider the soft costs of not properly investing in a network... such as lost employee productivity when imprudent corners are cut, downtime when fault-tolerance is an afterthought, and service costs from computer consultants when difficult-to-support or "dead-end" solutions are selected primarily because of their low price tag. No matter how thorough your initial consultation, IT audit, site survey and network design reports, some unforeseen client objections may pop up just before you get the client's authorization to proceed (generally a signed contract and retainer or deposit check). Why Overcoming Sales Objections is SO Crucial Because one relatively minor concern might threaten to derail the entire sale, you need to gain the critical business development skills for overcoming sales objections, with some of the biggest small business network deal-closing obstacles. Empowered with these strategies for overcoming sales objections, you'll be much less apt to get emotional, defensive or just plain annoyed. You can then stay focused on keeping your eye on the ball and figuring out the best way to solve the prospect's or future client's problems... and of course, close the sale. Remember, your company isn't in business to solve prospects' problems; only those of paying clients. Overcoming Sales Objections: Apathy I hope you get a good night's sleep before this sales objection rears its ugly head. You need a powerful force to overcome apathy. If small business decision-makers have an apathetic outlook toward the prospect of implementing a network, your decision-makers might take weeks, months, or perhaps even years before feeling a sense of urgency about your proposed network project. However, once you discover the roots of this apathy, you'll be better able to push (or at least nudge) the approval process along. Here