When we first launched Smartr Marketing, it took hours of calls, emails, and meetings to sell an app. Not only were they not as affordable as they are now (think MORE than twice as much), affiliate marketing was still a new, strange thing to many businesses and entrepreneurs. Not to mention, we didn’t have any commercials, frequently asked questions, or even an app for them to look at. Crazy, right? Can you imagine selling a product or service without a product/service to show? I can.
All of those beautiful commercials you see online and in the app? Those are the simplest conversations we had that ultimately resulted in a sale. Do you see all of those questions/answers in the FAQ section? Those are based on all of the objections and concerns we came across during years of prospecting and selling. Which brings us to today’s Sales 101 topic, anticipating objections.
No matter what you are selling, you get the same questions from your prospects, right? It has probably become so second nature to you, that you have thought over and over again about adding objections, concerns, and common questions into your sales pitch, right? You haven’t? Well, why not?
Sales become a lot easier when you know what your prospect’s concerns are. And not only knowing what they are, but have the answers for them, or at least available to them so they can make an educated buying decision. So, if you have a lot of common concerns coming your way, BRAG about them! Yes, you read that right… BRAG about them. Bring them front and center. Heck, write a FAQ! Just don’t leave them in the dark, and definitely don’t run away from them.
The best way to get in front of your customers’ concerns are by letting those customers know these problems have already been addressed. If they realize this is a common question asked by a large percentage of your potential clients, all of a sudden, that objection isn’t an issue at all. This is why you need to anticipate your customers’ objections… because those objections will just disappear.