,

I was making one of my normal routine rounds in one of the rooms in the hostel,

And I was pitching my products (phone accessories) to everyone in the room,

When a guy indicated interest wanting to buy an earphone.

After negotiating the price with him, he appeared to be cool with it and wanted to pay for it.

But suddenly, he appeared to change his mind.

He said something like...

"Shey you will come tomorrow? I will buy it when you come."

Being the salesman that I am, I knew something was up so I didn't give up just yet.

I pressed to find out why he wasn't taking action immediately anymore,

And he revealed the reason to me...

"I want to do transfer, but I don't have data, I want to buy card."

And he made as if to leave the room to get the data.

But just as he was about to leave, I immediately suggested to him,

"Why not ask one of your guys in the room to on hotspot for you so that you can do the transfer?"

He thought about it for (less than) 2 seconds, and then went ahead to ask one of his roommates to switch on his Hotspot for him.

And within a few seconds, he transferred the money immediately.

But if I had let him go because he said he would buy the next day or later,

Between the time he said it and when I would see him again (which would probably be another day,

A lot of things could happen that will make the sale not to go through.

• He could use the data money to buy food or something,
• His friend might discourage him from buying the product,
• The money may get lost on the way,
• His babe might call him and take his mind off the product entirely,
• Or he could just change his mind for any or no reason.
• Heck, I might not even recognize him if I see him again.

But because I did what is known in marketing as objection handling,

I was able to get to the root of the problem and close the sale.

If you sell anything at all (whether physical or digital products), you will encounter a lot of objections from your customers.

• Objections are those reasons your leads or customers (may) have for not wanting to take action or buy your product immediately.

Some of these objections are genuine, and others are what some people just say to get you off their neck so that they can get on with their lives.

Examples of some common objections are...

• "I will get back to you...",
• "I can't afford it...",
• "I need to speak with my spouse first...",
• "It is too expensive...",
• "I don't think this is the right fit for me right now...",
• "Will it work for me?...",
• "Is it worth the price I am paying for it?...",
• "How can I trust this product's quality/product vendor/product creator?...",

And so on.

There are tons of objections that people could come up with.

Some people will tell you the real reasons without hiding anything, others will try to hide it...

And for some others you may have to dig very deep (using the right techniques) to get to the real objection preventing them from taking action so that you can handle them.

P.S: By "handle them", I mean you get to tackle their objections, clear their doubts, ease their fears, make them feel safer and ultimately help them make the buying decision.

Failure to handle your customer objections will make you lose a lot of sales and leave a lot of money on the table.

And that right there is one of the lessons I have learned and experienced practically since I started selling accessories in school.

So when next your prospect or lead develops cold feet or presents an objection to buying your product, don't just let them go away.

Try to get to the bottom of the matter and handle the objections so that you don't miss out on the sale.

As for how to handle objections, that is a topic for another day.

Oh, and just in case you didn't notice, this is the first episode of the series I told you I would start yesterday.

I don't know how many emails long this email series will last.

Although I am thinking of something north of 7 days or more, but that will depend on you.

Meanwhile, did you learn something today ?

Would you like to see more of this series or not?

Let me know, or I may just stop it if I don't get a good response.

Or not.

We will see what happens.

That said, have a lovely evening's rest.

To your digital success,

King Danisan™.