185: Sales Objections, Welcome

<p>Getting an objection from a buyer is a joy.  Getting nothing is a pain.  At least when they object, they are displaying some level of interest to know more.  Many salespeople fear objections, but when you know what you are doing, trust me, you welcome them.</p> <p> </p> <p>This is what caught my attention lately: Legal action against Line is being considered. Line is a popular messaging app in Japan and I am a user too.   It has eight-six million users in Japan and over seven hundred million worldwide. The Personal Information Protection Commission will consider legal action against Line Corp after user’s data was left accessible at a Chinese affiliate.  It is alleged that Chinese engineers in Shanghai accessed Japanese users’ data without consent.  The personal information protection law obliges companies to gain users consent when they transfer their info to entities in a foreign country.</p> <p> </p> <p>Line is used in various administrative services.  The Ministry of Internal Affairs and communications announced it would stop using the Line service and request local governments to investigate their usage status.</p> <p> </p> <p>Buyers should buy and not quibble, hesitate or question.  That at least is what salespeople hope for.  That may happen, but the frequency is not high and you certainly wouldn’t want to be banking your career arc on the odds of that occurring.  The reality is we want buyers to object.  If we don’t get an commitment to buy right then and there, the next best case is they give us an objection.  No objection then no sale.</p> <p> </p> <p>If we are giving our presentation and at the end the buyer doesn’t have any objections but are also not ready to purchase then we are in trouble.  In the sales call we have to get the buyer excited.  We also need to have them mentally commit to implementing or consuming whatever it is we are selling.  That triggers a future state where they have to anticipate that certain things need to happen.  This future state throws up questions.  If they are a non-