The EASE Way to Handle the Most Freezing Moments

You see this all the time: the salesperson does his job well in the sales presentation. The prospect too showed much interest in what he has. Everything seems to be smooth, until the prospect said "No" and the salesperson simply freeze. This is the Frozen moment.

Fret not, because an objection is not the end of the world. Unknown to many, a sales objection is simply an indication that the prospect has interest in what you have. Otherwise, why would he want to object you? It is also a sales negotiation process, and you need to win it over with tact.

The way to handle the sales objection is to take it easy, using our EASE method: Empathy, Ask Questions to clarify, Serve the Solution and Excite them of the rewards of going forward.

Empathize with their objection and never argue with them. Empathize means that you feel what they are feeling now. If they say it is expensive, you can say, "I understand how you feel, most people felt the same way too, until they discovered that they're really getting more value for their money".
Ask Questions to clarify the objections. Then Quantify the amount and Identify the reason behind the objection. You'll realize that the reason is easier to solve than what it seems!
Serve the Solution - the easiest way is to Present the Objection as the Reason to Go Ahead. Like when they say they have no time to go for training, I'll ask, "then you should go for training so that you can close more sales in less time!"
Excite them of the Rewards of Going Forward - nothing beats the rewards, and show them the money. It sure close every sale every time.

By Andy Ng, Sales Trainer at Asia Trainers. The next course on Sales Negotiation Success is on 30 Dec 2013 Monday 2 to 5.30 pm. Limited seats left, so click here to register.

Comments

What an Executive Coach and Business Coach Does

The Secret Under the Mattress: Why would a 79-year Man Bet So Big on 4D?

It was 2007 when we discovered his secret. While moving my father’s mattress, we found them: heaps and heaps of Singapore Pools 4D tickets. They were stacked in layers, a paper trail of lost hopes. What shocked us most wasn’t just the volume, but the stakes. He wasn’t betting a few dollars for fun. He was punting hundreds of dollars per draw—nearly ten times a month. At the time, my siblings and I were furious. Our father was a 79-year-old retiree. We wondered, with a mix of anger and confusion, why a man at his stage of life would need to win such "big money." What was he going to do with the money? We saw it as a reckless habit, a sign of poor judgment in his final years. Some of us would say, "If I were to give him money to buy 4D, why don't I use the money and buy 4D myself? At least I have better discipline". It has taken me two decades, and the experience of raising my own three grown-up children, to finally see the truth that was hidden under that matt...

Head Bleeding when the Chair Falls

The Weight of Silence: What Were We Really Arguing About? My earliest memories are punctuated by the sound of shouting. In 1970, when I was barely 6 years old, I stood as a small witness to the fierce quarrels between my father and my late eldest brother Kah Yang (he passed away in 1971 at the age of 17). As I grew up, these contradictions became the soundtrack of our lives, usually centered around our family's shoe shop and clothing stalls in Chinatown. In the court of family opinion, the verdict was almost always the same: my father was "wrong." He was judged as a man who didn't fulfill his role, who wasn't "burdening" enough for the family’s success. But as I look back from the vantage point of 2026, I have to ask: Was that actually true? Let me finally put to rest what my father did right: the truths that were buried under decades of criticism: Unseen Labor: He worked grueling, long hours. I remember him hauling boxes of goods and equipment to set u...

Business and Money Tips

Search This Blog