A large part of the sales process involves handling potential customers’ objections. Sales objections are common responses to a sales pitch, typically stemming from concerns about cost, quality, or other factors that could make agreeing to the proposal seem unwise. When dealing with an objection, feeling like you’ve been punched in the gut is natural. After all, it’s rarely pleasant to have someone refuse to buy something you believe is a good offer.
However, viewing an objection as a roadblock instead of a brick wall can help you stay calm and tackle the challenge head-on. If your company frequently faces similar sales objections from buyers, creating a list of standard responses can be an excellent way to mitigate stress and remain focused during negotiations. The tips outlined below will also help you to overcome sales objections and address common customer concerns more effectively and increase your odds of sealing the deal with them sooner rather than later.
Essential Tips for Overcoming Sales Objections
Jumping to the end
The first thing you should say when a prospect brings up an objection is that you don’t want to jump to a conclusion. You want to get as much information as possible, understand the customer’s motivation, and try to help him get to a place where he feels comfortable purchasing from you and your company.
That way, you won’t come across as dismissive, and you can use the information you receive to work on addressing and resolving the concern. The best way to handle this objection is to ask your prospect how much he’s looking to spend and then offer a solution that’s within his budget. You may want to let him know that you have lower-priced options as well, so he’s not stuck buying the most expensive product on the market.
If a customer or prospect is concerned about the integrity of your business, it can be difficult to overcome his misgivings. The best way to demonstrate that you can be trusted is by being honest and open with your potential customers throughout the sales process.
Be upfront about everything from the terms of your offers to the history of your company to any affiliations you have with businesses or organizations they may be familiar with. If you cannot be straightforward or honest about a matter, it’s best to find a way to keep it off the table entirely.
A good way to show that you can be trusted is by offering a risk-free trial or money-back guarantee. It shows that you are confident in your product and want to make it as easy as possible for your customers to feel comfortable purchasing from you.
Don’t take it personally
One of the biggest mistakes a salesperson can make is taking an objection personally. The buyer may simply be looking for an out, or she may believe that she’s viewing the facts inaccurately. It’s up to you to keep your emotions out of the situation and work to address the person’s fears and concerns as calmly and rationally as possible. It can also help to remember that it’s not necessarily a reflection on you.
Say that the prospect specifically mentions something about your product or the sales process that he’s uncomfortable with. The last thing you want to do is defend yourself or lash out at the person. Instead, focus on addressing his concerns while staying respectful and pleasant. That way, he’ll be more likely to see you as an ally and open up even more.
Take a step back
If a prospect brings up an objection you can’t immediately address, try taking a step back and asking for more information. Question the customer about their thoughts and feelings and see if there’s any way you can help them feel more confident in the sale. What other questions do they have?
What concerns are they trying to address? How can you help them understand the advantages of your products and services better? Another approach to take when a prospect brings up an objection is to turn the tables and ask him what he’d do in your shoes. This can be an excellent way to get the conversation off of your product and onto the prospect’s needs and wants.
Depending on the nature of the objection, asking questions can be an excellent way to move the discussion forward, understand the prospect’s motivations, and see if there’s a way to help them feel more confident in the sale. What is their timeline? What kind of product are they looking for? What are their other options?
What other concerns do they have? Identifying the source of the objection and answering the buyer’s questions can help him feel more comfortable buying from you and your company. That way, he’ll be more likely to seal the deal and move forward with the purchase.
The more you understand the prospect, the quicker it is to gain their trust and demonstrate that your product will benefit their business. By developing a strategy for dealing with typical sales objections, you’ll be one point ahead when they arise during a pitch.
When you’re faced with an objection, the first thing to do is to remain calm. Remember that it’s an opportunity to get more information about your prospect and help them feel more confident in purchasing from you. If you handle the situation calmly and rationally, you can overcome almost any objection and move the sale positively. With these essential tips in mind, you can better prepare yourself to handle objections and close more sales in the future.