How To Handle Sales Objections
So you’ve perfected your lead generation strategy, your digital marketing is in warp drive and you now have plenty of prospects coming into whom you can send through the sales pipeline.
Great job!
But imagine trying to call a prospect only to be rejected time and again. These are sales objections.
If you didn’t know how to respond to a potential customer’s rejection, then you would be failing to make the most of your acquired leads.
Simply put, you need to anticipate a sales objection to be able to turn that objection into a sale.
If you have been in sales for a decent amount of time, then you have likely seen patterns of similar objections.
By knowing how to respond to the most common objections, you will know what is going on in the minds of potential customers and have the ideal response.
Let’s find out the most common sales objections you are likely to come across and how to respond to them.
The price is too high
All products and purchases will have a price tag associated with them. It makes sense that the price is the most common objection you will come across.
A good salesperson knows how to highlight the value that the customer is going to get from the product.
In this way, you convince the buyers that it is worth spending on your product.
I’ve never heard your business before
As soon as you hear this one, then you know that the prospect is questioning their trust in your company. This is because people prefer to buy products from companies and businesses they know and trust.
In this instance, you should have a good understanding of the position that your company has in the market and share this information with your prospect.
Also, it is a good idea to use your elevator pitch and show your clients how they get value from the products.
It is not something I need right now
One thing to always keep in mind as a salesperson is that some people simply don’t want to be approached at the time.
They may have other engagements and could also tell you this just to brush you off.
This is exactly why you should find out whether they really don’t need the product at the moment or they are just brushing you off.
You can find this out by asking the prospect to tell you about any competing products that they are using.
If they cannot provide you with a quick and direct answer, then you may have an opportunity here to convince them of how your product offers value.
I don’t understand how this will help me
If you hear this, then you should be happy as this objection offers an opportunity for you to speak more about your product and how it can benefit the customer.
But this is also a double-edged sword.
How, you might wonder? Well, because not only will you get the chance to offer more information, you gather information about your customer as well.
You can then use this to further evaluate their needs.
This seems complicated
If it is true that the product or service that you are offering is complicated, then it can be difficult to convince the prospect otherwise.
Clients should never complain that your products are complicated. This should alert your company to a potential problem that could discourage customers from using your products or services.
There are two ways of solving this issue.
First off, if the prospect is finding the product too advanced for their liking, then you may need to find other prospects.
Secondly, you may need to find out if the prospect just hasn’t understood the product and, in this case, find an easier way of explaining it to them.
Final Thoughts
Having solutions and responses to common sales objections will mean the difference between closing a sale or not.
If customers still say no even after your responses, then let them go and move on to a new prospect.
The goal of having responses to sales objectives is to give you an edge over the progression of the pitch and to close a deal.
About DFY Social
DFY Social are specialists in Social Media Marketing and Pay Per Click marketing services, we work with local firms supporting local customers by managing their social media presence and generating customer inquiries, both from Google and the social media channels. We work with you to identify your ideal customer, their wants and needs, our goal is to understand the precise needs of each customer and design a solution specific to each of your needs.
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