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.
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