Sales Tips and Tricks - Overcome Sales Objections with AIOA

April 5, 2019

Articles

Overcome Sales Objections Using AIOA

On this video, we discuss the number one mistake sales reps make in overcoming objections in sales and how you can use A.I.O.A. to handle them with ease.

Too often, sales reps are quick to argue rather than understand. Instead of combating your next objection head-on, try AIOA: Agree, Isolate, Overcome, Ask.

In the Agree step, agree with your customer that her concern is valid: “I totally understand where you’re coming from.”

In the Isolate step, ask a clarifying question to get to the heart of your customer’s concern: “It sounds like your main concern here is that you don’t have the funds available to make a purchase of this size, is that right?”

Next, overcome the objection by posing a new idea that might change your customer’s mind: “Well, since a lack of immediate funds is your main concern, we could finance the purchase over 36 months to fit your budget.”

Finally, ask: “Would this work for you?” So the next time you hear an objection, try AIOA:Agree, Isolate, Overcome, and Ask. Your customers will work with you to solve the problem.

Break Sales Records in Just 45 Days

See immediate revenue growth with lightning-fast installation and onboarding. Scale perfect conversations with Real-Time Guidance.

Get a Demo

Stay up to date with the latest contact center news and tips

More Good Reading For You

Articles
The 7 Step Process to Sell More Insurance
Read
News
Zing Health-Balto Partnership Gets Medicare Questions Answered
Read

See How Balto Can Make Your Calls Excellent. At the Push of a Button

Get a Demo