Vanha sanonta kuuluu, että myyminen alkaa vasta ensimmäisestä vastaväitteestä, mutta mikään ei ole varsinkaan aloittelevalle myyjälle epämieluisampaa kuin asiakkaan esittämä vastaväite. Mutta miksi sitten asiakas vastustaa ehdotuksiamme ja miksi se meistä tuntuu aina niin pahalta?

Kautta aikojen asiakkaat ovat vastustaneet myyjien tekemiä ehdotuksia, ja voidaankin tietyssä mielessä jopa väittää, että vastaväitteet ovat luonnollinen osa myyntikeskustelua. Jotta asiaa voisi paremmin käsittää, on kyettävä ymmärtämään, mikä on vastaväite. Erään määritelmän mukaan se on mikä tahansa ele, ilme, äänensävy tai sana, joka on myyntikeskustelun etenemisen este. Vastaväite on itse asiassa suomenkielen sanana hieman harhaanjohtava. Kuten määritelmässäkin, kysymyksessä on useimmiten non-verbaalinen lisäinformaation pyytäminen – ei niinkään aina sanallinen vastustaminen.

Se, mihin etenkin aloitteleva myyjä sortuu, on näiden hienovarasten vastaväitteiden tahaton ohittaminen. Asiakkaan kulmien kurtistelu, tuolissa taaksepäin nojautuminen tai silmien siristäminen juuri, kun olet kertomassa palvelusi tärkeimmistä ominaisuuksista, jäävät helposti huomaamatta, kun itsestä tuntuu hyvältä ja myyntipuhe etenee suunnitellulla tavalla. Entä jos myytkin puhelimessa – mitkä ovatkaan tällöin non-verbaaliset vastaväitteet? Jos tässä vaiheessa jatkat etenemistäsi täyttä höyryä vain luottaen siihen, että asiakkaasi kyllä pysyy kyydissä mukana ja vauhti korjaa virheet, huomaat enemmin tai myöhemmin törmääväsi sellaisiin vastaväitteisiin, joita et kykenekään enää käsittelemään – ja menetät jo itsestäsi varmalta tuntuneen kaupan.

Edellisessä Työkyöpeli –blogikirjoituksessani Minustako myyjä? viittasin luottamuksen merkitykseen myynnin onnistumisessa – mitä mieltä itse olet, kehittyykö luottamuksesi myyjää kohtaan, jos tämä etenee höyryveturin tavoin lainkaan olematta kiinnostunut sinusta tai sinun lisäinformaatiopyynnöistäsi. Aluksi tämä tunne olisi ollut luettavissa non-verbaalisesti naamaltasi, myöhemmin sinun on pakko puuttua asiaan sanallisesti – ja tällöin ollaankin jo kaukana yhteisistä tavoitteista ja luottamuksen synnystä.

Taitavalla vastaväitekäsittelyllä ja huomioiden erityisesti non-verbaaliset vastaväitteet myyjä kykenee saamaan selville kaupan todelliset esteet, kilpailutilanteen ja oman tuotteensa/palvelunsa kehittämistarpeet. Vastaväitteet ovatkin usein vain välietappi ennen kaupan klousaamista, eivät varsinaisesti este! Myynnin ammattilaiselle tilanne, jossa asiakas ei esitä minkään muotoista vastustusta, on suorastaan hämmentävä, koska vastaväitteet ovat niin luonnollinen osa myyntikeskustelua. Toinen hyvä sanonta kuuluukin, että mikäli myyntitilanteessa et kohtaa vastaväiteitä,  tarkista luottotiedot.

Kyky ymmärtää ja käsitellä vastaväitteitä ovat menestyvän myyjä tärkeimpiä osaamisalueita ja kuten muissakin elämän osa-alueissa, voitettu väittely on menetetty kauppa! Pidä itsesi valppaana ja tarkkaile näkymättömiä signaaleja – puutu ajoissa ja voita kauppa!

- S t e f u -

Kirjoittaja on Stefan Appel, yksi maineikkaan Myyntipumppu -blogin kirjoittajista, yritysvalmentaja, vuokramyyntijohtaja. www.myyntipumppu.fi

Kommentit

48

Ex-kollega

Aivan Stefu tuostahan on mm. myynnissä kyse. Asiakkaan vastustuksen taustalla on kyllä muitakin syitä kuin lisäinfon tarve; neuvottelutaktiikka, ostajanrooli, toimimaton henkilökemia, myyjän huono argumentointi ("ominaisuus tulva ei hyötyjen esiintuominen"), kilpailevan vaihtoehdon aito paremmuus ja välillä oikeasti se ettei ole rahaa tai tarvetta myyjän ratkaisuun. Sitten onkin se myyjän taito jatkaa tilanteessa eteenpäin...
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Petri Katajamäki

Hyvä artikkeli! Mielestäni myyjän haaste on se inhimillinen tekijä, että ihminen puhuu mieluiten siitä minkä parhaiten osaa ja tuntee: eli varsinkin suomalaisessa – anteeksi vain kaikki insinöörit – teknisorientoituneessa kulttuurissa – myyjä puhuu mielellään tuotteestaan ja sen ominaisuuksista. Pitkän kansainvälisen myyntijohdon kokemukseni kautta – ja nyt viimeiset vuoden yritysten auttajana ja sparraajana – olen huomannut, että tämä minäkeskeisyys (lue tuotekeskeisyys) on pahin este kaupan syntymiselle. Ja tämä ei ole mitenkään suomalaiskeskeinen ”ongelma” vaan koskee samalla tavalla monia eri kulttuureja. Olen Stefun kanssa TÄYSIN SAMAA MIELTÄ, että luottamuksen saavuttaminen on kaiken myynnin perusta – varsinkin jos asiakassuhde on kansainvälinen. Voin kokemuksesta kertoa, että niiden kolmen vuoden aikana, jolloin olen avustanut suomalaisia yrityksiä Saksan markkinoilla, niin kertaakaan ei ole kauppa jäänyt tulematta sen vuoksi, etteikö suomalainen tuote täyttäisi laadullisia ja teknillisiä kriteereitä. Valitettavasti se on kuitenkin vasta lähtöasema ja sen jälkeen tarvitaan myyntiä! Myyjä, ”unohda” siis tuotteesi ja sen ominaisuudet hetkeksi (ennen kaupan klousausta ne kyllä tulevat vielä käsittelyyn – no worry!) ja keskity kuuntelemaan asiakasta. Mieti ”What´s in it for my customer”?. Lopuksi vanha hyvä neuvo: ”Ihmisellä on kaksi korvaa ja yksi suu ja niitä pitäisi käyttää samassa suhteessa”
30

Totta mutta...

Sillä aikaa kun ulkomaisisissa, myyntityötä käsittelevissä blogeissa ja kirjallisuudessa keskitytään argumentointitekniikkaan ja lukijan opettamiseen, ovat suomalaiset blogit yleensä yleistason paskanjauhantaa, kuten myös tämä kirjoitus. Kirjoitat siitä minkä kaikki jo tietävät. Syy, miksi aloittelevat myyjät ovat niin huonoja vastaväitteiden käsittelyssä, on siinä, että heille jauhetaan ilman konkreettisten taitojen opettamista ainoastaan samaa lorua, mitä sinä nyt jauhat blogissasi.
29

Yellow egg

Edellisen kommentoijan kanssa samoilla linjoillla. Erinomainen kirjoitus, joka osuu kyllä oikeaan, mutta ei kuitenkaan tarjonnut mielestäni ratkaisua "ongelmaan" vaan ainoastaan kuvasi sen. Luonteva jatko tälle kirjoitukselle olisikin aiheen avaaminen laajemmin konkreettisten case -esimerkkien kautta. Olisin kiinnostunut lukemaan lisää siitä, miten myyjän kannattaa asettaa sanansa ja non-verbaalinen viestintänsä asiakkaan esittäessä vastaväitteensä.
27

Anonyymi

Tämä teksti on kuin aloittelevan myyjän myyntipuhe! Teoria ja tuote hallussa, toteutus hukassa.
23

Pitkällä kokemuksella

paljon tuossa oli yksinkertaistettua totuutta. Minne unohtui ihmistuntemus?
15

Huippumyyjä

Vastaväitteet ja vastaväitteen. Niistä on helppo puhua teoreettisesti, mutta käytänössä SUOMALAISEN asiakaan yleisin vastaväite on että: kun se on niin kallis tai että Tuolta toisesta paikkaa saa sen halvemmalla. Tässä vaiheessa voit tietysti palata takaisin ns tarvekartoitukseen ja lähtee sieltä taklaamaan näitä vastaväitteitä ja hakemaan niitä hyviä ominaisuuksia ja hyväksyntää kauppaan. Lähes aina törmäät taas kauppaa kysyessä vastaukseen: kun se on edelleen liian kallis. No tähän ei oikein voi muuta sanoa kuin: köyhille kallista tai no osta se sieltä toisesta kaupasta ? Vai keksiikö joku huippumyyjä millä tuon vastaväitteen taklaat ja otat kaupat kotiin ?
16

Humpuukimyyjä

Esim. tarjoa osamaksun mahdollisuutta ja perustele hinta asiakkaalle tulevilla hyödyillä sekä takaisinmaksuajalla... voit myös mainita, että sitä saa mitä tilaa. Halvin on harvoin parasta mitä saa...
10

Päivä pulkassa

Aivan oikein, Suomalaisen yrittäjän vastaväite on ainoastaa "kallis".Yleensä kysymys tuotteesta ,joka ei niin houkutteleva tai toimittaja tuntematon. Menestyäksesi valitse tuote jota on kaikilla, myy halvemmalla kuin kuin kilpailija. Täten lyhyellä katsauksella menestyt kuten asiakkaasikin. Todellisuudessa et sitten kuitenkaan. Suomi on nyt vaan kehityksessä ja oman kehittämisen alisuorittaja. Parempaankin olisi panoksia. Että näin, tilanteessa jossa vastapuoli on idiootista seuraava, kannattaa käyttää voimat oikeiden asiakkaiden hankintaan. Periaatteessa kaiken näkee jo 10sek ilman konsuttikouluttajiakin.
11

Juhani Hirvonen

Onkohan myyjä ollut ajan tasalla. Yleensä ns, halvat tuotteet eivät ole tasalaatuisia, esim. tuotteen kestossa saattaa olla eroja tuotteen "yksilöiden" välillä. Laatutuotteesta löytyy yleensä testattua tietoa. Tuotemerkki on tunnettu.... Ajattelu hinnasta käyttöiän mukaan, kestää pitempään. Jälleenmyyntiarvo (tuotteesta riippuen), jälkihyödyntämisen mahdollisuus (raskaan kaluston renkaat pinnoitetaan; käyttökelpoinen runko-osa). Tuotemerkin Brändi antaa mahdollisuuden vastaväitteiden käsittelyyn. Joskus auttaa myös se, että antaa suosiolla asiakkaan ostaa sen tosihalvan ja nähdä kokemuksen kautta......
7

Musa

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joyce walter

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Garry

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Qatar Invest Authority Jadranka P.

Sinulle, joka etsii lainaa, kumppanuutta, rahoitusta, sijoitusta tai haluat myydä yrityksesi tai etsiä sulautumista, tänään se on on mahdollista järjestön QATAR INVEST -organisaation, joka on joukko miljardöörejä Qataris, jotka ovat avoimia ja halukkaita sijoittamaan kaikkiin maailman maihin. He ovat jo tehneet miljoonia tyytyneitä, ja voit jopa lähettää vieraanne Qatarille, tietenkin, jos projekti kiinnittää huomiota. Miksi epäröi, älä tuhlaa aikaa! Lopulta todellinen tilaisuus sinulle. Lisätietoja ja yhteydenottopyyntö: official-qatarinvest@europe.com / jad.pal.zupanek@consultant.com vilpittömästi,
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janeth

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janeth

Sra. JENNIFER MARINHO es la solución ideal para todas las necesidades de su préstamo. su email es: marinh.jennifer@gmail.com De hecho, después de una larga búsqueda de un préstamo sin satisfacción, Dios puso en mi camino señora MARINHO que realmente me dio un préstamo de 120000 dolares sin ninguna complicación, ella solo un poco rigurosa documentación. No dude en contactar en caso de necesidad, porque es único que puede ayudar en la vida real. correo electrónico: marinh.jennifer@gmail.com Que Dios los bendiga. https://marinho-credito.com
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Derek Barlow

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3

Elizabeth Warren

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MABEL MORRIS

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Mrs.Emilia Fedorcakova

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janice

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Mrs.Emilia Fedorcakova

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Tarsha Crowns

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2

Sarkpaya Hackers

Hello viewers all over the world, There is good news for you all today get your Blank ATM card that works in all ATM machines all over the world. We have specially programmed ATM cards that can be used to hack ATM machines, the ATM cards can be used to withdraw at the ATM or swipe, at stores and POS. We give out this cards to all interested clients worldwide, the card has a daily withdrawal limit of $5,000 Dollars on ATM Machine and up to $55,000 Dollars spending limit in stores depending on the kind of card you order for and the amounts of money you need in the ATM CARD, From a minimum range of $10,000 to a maximum of $15 million Dollars, With our network hacking services (Sarkpaya Hackers) and other TOP PRIME AA HACKERS like NASA hackers, Legal Hackers, Ethical Hacker etc. Do not keep your financial problems to yourself in order for you not to be debt master or financial stress up, which is why you must contact us quickly for a solution to your financial problems. It will be a great joy to us when you are financially stable, We are certified and your privacy is 100% safe with us. Worry no more about your financial problems, If you are in need of any other cyber hack services, we are here for you anytime, any day so contact us via our Email Address: sarkpayahackers@gmail.com Regards SARKPAYA WOLRDWIDE HACKERS Email sarkpayahackers@gmail.com Phone Number: +1 (512)456-8948 Motto: We offer the fastest and reliable services
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Mrs.Carol Anderson

Attention! Attention!! Attention!!!, What is your situation? *Need 100% financing *Can't verify income *Can't verify employment *Recently self employed *Bankruptcy Collections *Credit issues *Accumulated Bills Settlement * Personal Investment Project or Company Investment Projects e.t.c. Apply for a quick and convenient loan to pay off bills and debts, start a new business or refinance your projects and expand your business in this year 2017 at the cheapest interest rate of %. For more details email us today via email:(bdsfn.com@gmail.com) Email : bdsfn.com@gmail.com Emaill: anatiliatextileltd@gmail.com Best Regards. Mrs.Carol Anderson Attention! Attention!! Attention!!!, What is your situation? *Need 100% financing *Can't verify income *Can't verify employment *Recently self employed *Bankruptcy Collections *Credit issues *Accumulated Bills Settlement * Personal Investment Project or Company Investment Projects e.t.c. Apply for a quick and convenient loan to pay off bills and debts, start a new business or refinance your projects and expand your business in this year 2017 at the cheapest interest rate of %. For more details email us today via email:(bdsfn.com@gmail.com) Email : bdsfn.com@gmail.com Emaill: anatiliatextileltd@gmail.com Best Regards. Mrs.Carol Anderson
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SAMANTHA JAMES

I got my already programmed and blank ATM card to withdraw the maximum of $340,000 MONTHLY for a maximum of 12 MONTHS. I am so happy about this because i got mine last week and I have used it to get $280,000 already. (martinshackers22@gmail.com) is giving out the card just to help the poor and needy though it is illegal but it is something nice and he is not like other scam pretending to have the blank ATM cards. And no one gets caught when using the card. Get yours from MR PEDRO today! Just send an email to (martinshackers22@gmail.com)....
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Mrs.Carol Anderson

Attention! Attention!! Attention!!!, What is your situation? *Need 100% financing *Can't verify income *Can't verify employment *Recently self employed *Bankruptcy Collections *Credit issues *Accumulated Bills Settlement * Personal Investment Project or Company Investment Projects e.t.c. Apply for a quick and convenient loan to pay off bills and debts, start a new business or refinance your projects and expand your business in this year 2018 at the cheapest interest rate of 1%. For more details email us today via email:(bdsfn.com@gmail.com) Email : bdsfn.com@gmail.com Emaill: anatiliatextileltd@gmail.com Best Regards. Mrs.Carol Anderson Attention! Attention!! Attention!!!, What is your situation? *Need 100% financing *Can't verify income *Can't verify employment *Recently self employed *Bankruptcy Collections *Credit issues *Accumulated Bills Settlement * Personal Investment Project or Company Investment Projects e.t.c. Apply for a quick and convenient loan to pay off bills and debts, start a new business or refinance your projects and expand your business in this year 2018 at the cheapest interest rate of 1%. For more details email us today via email:(bdsfn.com@gmail.com) Email : bdsfn.com@gmail.com Emaill: anatiliatextileltd@gmail.com Best Regards. Mrs.Carol Anderson
2

Johnson Hatton

We have a direct genuine provider for BG/SBLC specifically for lease, at leasing price of 4+2 of face value, Issuance by HSBC London/Hong Kong or any other AA rated Bank in Europe, Middle East or USA. Contact : Mr. Johnson Hatton Email:johnsonhatton@gmail.com Skype ID: johnson.hatton007 Intermediaries/Consultants/Brokers are welcome to bring their clients and are 100% protected. In complete confidence, we will work together for the benefits of all parties involved. All inquires to Mr. Johnson Hatton should include the following minimum information so I can quickly address your needs: Complete contact information: What exactly do you need? How long do you need it for? Are you a principal borrower or a broker? Contact me for more details. Johnson Hatton

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