You’re working with a prospective customer and you not only want to make a sale, but you want to build a long-term relationship.
You want your conversation to be professional, ethical, and friendly.
There are a variety of different sales techniques, but one I learned decades ago has served me very well in many situations.
You can use it during a close or trial close. For example, you might say, “Well, Mrs. Smith do you think this product will meet your needs?”
She responds. “Well, I don’t think so.”
At this point you want to learn what her objection is without antagonizing her or appearing to be defensive.
One way to maintain the flow of conversation while zeroing in on the objection is to ask, “Apparently you have a good reason for saying that, do you mind if I ask what it is?”
If you ask this is a friendly manner while smiling and maintaining eye contact, the customer will usually respond and state the objection.
Of course you can modify the wording to suit your style as long as you don’t hamper the prospective relationship.
Remember, you want to be professional, ethical, and friendly.
No doubt there are other conversational techniques to identify objections. Feel free to leave your favorite in the comment section below, blog about it (and let me know, I’ll link to it) or send me an e-mail.