No matter what business you are into, and what is the nature of clients you have, every client or customer (whichever term is applicable for you) has certain objection that needs to be handled before it open his wallet for you. This is one fact of any business, whatsoever.
There is another fact, and it is related to objection handling. No matter what objection your clients have, or what problem they say they have, you can handle it and that too by following a set of steps given below.
Sincerely listen to what he has to say
Do not object or stop your client from speaking his heart out. Cutting him short is a sign of weakness. Let him speak not only and try to understand his point of view on the matter at hand. More so because he may himself tell you the answer to the objection he has raised.
Make him talk
If your client is not the kind who bares his heart out then make him talk. Ask questions that will make him reveal more about the objections. More often than not clients reveal the solution when talking about their objections, so make them talk.
Ask questions related to the objection your client raised
Ask questions to unearth the reason behind the objection raised by your client. Quite often, the issue raised by the client is mere a disguise (or external appearance) of the real objection he has. You need to ask relevant questions so that you can unearth the real reason behind his denial to make a purchase now.
Do not try to prove them wrong
Proving your clients wrong is the worst thing you can do in a sales situation. You are not there to win a debate, so do not go with that mindset. Let you client speak about his problem, and except that whatever he says is write, after all he is the one who is there stuck in a problem.
Be gentle to him, and even if you have to say that your client is wrong, say it in a way that it does not hurt his ego. It should not appear that you are playing the one-upmanship game. Make him realize that you are trying to solve his problem by understanding his point of view of the situation.
Take notes
This is vital, and notes taken when the client was talking will also help you in addressing his concern. Take notes, but not in a way to break is stream of thought. Your note taking should go undetected.
The things I have discussed above about objection handling are very important. You need to cultivate yourself in such a way that the above given objection-handling technique becomes part of your nature. Inculcate these into yourself, and practice it until it becomes your nature.
Tags: Debate, Denial, Disguise, Ego, External Appearance, Game, Heart, Mindset, Objection, Objections, Point Of View, Real Reason, Relevant Questions, Wallet
Headlines are the most important part of a blog post or an article. It works as an interest generator. If a good headline persuades the visitor to read the complete article, a bad one pushes the reader off. There are certain principles you need to follow if you want to increase the reading rate of your articles.
KISSS it!
Keep it short, simple and sweet. You do not need to be cryptic to sound profound or useful. Simplicity is brilliance. Remove ambiguous words from the headline, and try to limit the length of the headline to 5-6 words.
Which of the following headline makes the article look more useful?
- X has slashed its shirt’s price by 30 percent.
- 30 percent off on X shirt!
What in it for me?
This is the question every user asks when confronted with anything that asks for his or her attention. Your headline should provide a definite answer to this question. Talk about the big benefits you have to offer.
Example:
- Learn to Enhance your Pictures in 3 Steps.
- Get the Subscription FREE
Announcements
Announcements seed curiosity in the reader. Instead of some incremental advancement, people like to see some groundbreaking innovation, and announcements give them the feeling that something new has come along, which is radically different from what they already have. Announcements satiate the readers’ psychological need for newness.
Example:
- Introducing All-New iPhone at Never-Before Price.
- Finally, Life Has Been Found on Mars!
Ask Questions
Ask relevant questions, questions breed involvement. A question offers an entrée into the mind of the reader as it forces the reader to think, and the more your readers will think, the more involved they will become with the article.
Example:
- Is Your Home Safe?
- Are You Getting What You Deserve?
Share Secrets
The word “Secret” suggests the reader that some insider information is being shared, so they pay more attention to the article following the headline starting with “Secret”. Everyone wants to be in the inner circle and no one likes to be an outsider. Tap on it!
Example:
- Secret of Monetizing Twitter
- Insider’s Secret of Money Making
Tags: Ambiguous Words, blog, Brilliance, Crowd, Curiosity, Definite Answer, Free Announcements, Groundbreaking Innovation, Headlines, Home Safe, Insider Information, Iphone, People, Psychological Need, Reading Rate, Relevant Questions, Share Secrets, Simplicity
Beauty lies in details, and to adorn your writing with details you need to pay a close attention to the things happening around you. Observation and asking questions are two key skills required to understand the knitting of the social fabric.
A close observation of your surrounding will bring required depth in your writing by giving you access to the underlying pattern of the society. Observation will make you understand how certain thing and certain types of person work in certain situation. It will help you gauge a person’s response to a certain kind of problem in any specific situation, or in different situations. This understanding will add colors to the picture you want to paint of your protagonist, or of any minor character in your story. You need to have a good observation skill, even if, you want to write fantasy fiction because the understanding you will develop by being observant will help you write a story that will have a connect with the readers.
Asking relevant questions and listening to the answers offered will give you a good understanding of the psychological make-up of any society. While asking questions, do not just follow words spoken, but look for the meaning left hidden beneath the unspoken ones. For this, you need to be a very careful listener and a keen observer.
Tags: Beauty, Careful Listener, Close Observation, Colors, Fantasy Fiction, Good Understanding, Keen Observer, Key Skills, Knitting, Minor Character, Paint, Person Work, Protagonist, Relevant Questions, Social Fabric
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