10 Ways to Overcome Sales Objections
“We like your products/services but….”
Heard that often? The most challenging aspect of closing a sale is handling what the prospective customers say after the word, but. These sales objections come in between you and the conversion.
What are sales objections?
Objections are not always negative. Sometimes they are a source of obtaining more information. They are aspects that don’t let the sales lead take a decision.
So, should you worry about objections?
Not at all! Most sales conversations have at least one or more objections. Often, sales agents become defensive when they hear an objection. However, a defensive attitude comes across as unprofessional and sometimes becomes an obstacle for the closure of the business deal.
When prospects say ‘no’, it doesn’t mean that they are not interested in using your product or service. They just don’t have a convincing reason and are looking for more information before a decision can be made. At times, the prospect is not sure of how the product will help him and how it will solve their problem.
How do you overcome sales objections?
There are several kinds of objections that you face. These could be related to price, usage, utility or anything else. Sales objections can come at any phase of the sales process. Here’s a quick guide on what you should do when you face a sales objection:
1. Look at it positively
An objection is a means to give more information to the prospect. Have gratitude for it and offer the information your prospect requires to continue the conversation.
2. Understand the objection
Engage with the prospect in a more informal manner. Pay attention to their objections and understand why it arose. This shows your concern and how much you value the prospect’s objection.
3. Get more information
Ask open-ended questions to understand the real essence of the objection. When you dig deeper into the objection, you will be in a better position to resolve it. You must be clear about what’s holding them back from making the purchase.
4. Be sure of the objections
Note down all the objections shared with you. Repeat them in your own words so that you are doubly sure of what you need to address. Let your prospect acknowledge what you have written and ensure that it is in-sync with their objections.
5. Highlight your USP
Share your unique value proposition with the prospect. Tell them how your business is different from others in the market. Show the value your product/service adds to the prospect’s life and their business.
6. Provide solutions
Identify your prospects’ pain points. Explain how your features and benefits align with these specific pain points.
7. Highlight your success stories
Testimonials and case studies add credibility. When you share such references, chances of objections are fewer. This is because the prospect tends to establish a sense of trust and confidence in your company.
8. Keep it simple
Instead of making the conversation promotional with sales pitches, keep it fresh and simple. Be honest and relevant. You must build a rapport with your prospect and their objections.
9. Talk about the objection proactively
Keep a track of objections you hear frequently. Raise them in conversations with appropriate answers to win your prospect’s confidence.
10. Offer an incentive
Give your prospects some form of incentive for encouragement. This could be anything from a free trial, discount vouchers, free download, etc. Incentives act as an opportunity for both parties to associate with each other and explore the partnership.
As a sales agent, you need to concentrate on offering more information. You need to understand your prospects’ need. You need to convince the sales lead about the use of the product and how it can solve certain problems in day-to-day life.
It is important that you identify the sales objection. This way, overcoming it becomes easier. You should accept objections with compassion. You must analyze them and then suitably give a response to tackle the concerns. Do not neglect objections.