In Sales, you’re guaranteed to face objections and questions. Sales objections
are often opportunities in disguise, and your response to the objection makes
all the difference.
If you want to win the game of Sales Objections, then please be ready with below pointers.
Know your Product or Services
- Research and understand your buyers.
- Don’t use aggressive tactics; listen carefully and thoughtfully.
- Maintain your integrity, credibility, reputation, and character.
Homework and Preparation:
- Research your buyer.
- Know the pros and cons of your product or services.
- Take a deep breath & gather your thoughts.
- Ask follow-up questions to get some clarification.
- Be confident with your response.
- It’s okay to disagree with an objection that you feel is misguided.
Five Major Sales Objections:
- Money
- I’m happy.
- I’m not the final decision maker.
- Features & Benefits
- Not now
Anticipate price and budget objections.
- Get more information.
- Focus on the value of the product or service.
- Be careful of negotiation tricks.
- Ask your buyer to meet the key decision maker.
- You’ve probably heard the old sales saying,
- ABCD for Sales Objections.
Authenticity: Be honest, tell the truth, and have an authentic, human
Interaction with your potential customers.
Benefits: Sales reps usually run down the list of features,
telling prospects all about what the product is and what it does. Instead,
focus on the benefits. Use what the customer gets to overcome the
objections, NOT what the product does.
Clarity: If you’re faced with a difficult question or tough objection, it’s
important to clarify. Ask a follow-up question to learn what the prospect
is really looking for. Asking “why…?” is a great way to find out what’s
important to your prospect and gives you some time to give them an
effective answer.
Differentiation: Many Objections are faced due to a cheaper
competition. Knowing your solution value isn’t always helpful. You also
need to know the turf of the cheaper competition and your
differentiation.
Find out why your prospect wants what they want. Often, you’ll find that it’s not what they need. Handling the Sales objections is the key to get closure.
Read Also: If you never experience failure in Sales, you never learn how to get success!
