How to Handle Objections in Sales Blog Blog Image

Sales objections are a salesperson's arch-nemesis, but they come with the job. People are naturally suspicious. And if they aren't, they may be on a tight deadline or might not be in the market for what you're selling. The magic is in how you respond to their objections. Are you savvy enough to overcome even the staunchest of objections? Breathe easy. We've got you covered. We've pulled together the best techniques for overcoming the most common sales objections you'll face.

Common Sales Objections

"I do not know who you are. How did you find my information?"

Trust is critical in human interactions. Without it, we're rightly suspicious. And if you don't have a shared connection with a prospect, you may find yourself up against this objection. The key to dispelling their concerns and winning their trust is to simply be honest. If you got their information from a list online, tell them. This honesty can encourage a prospect to inquire more. However, this could also happen with inbound sales. Perhaps you received their info from a contact form on your site. Or you could have met them at a networking event. Remind your prospect of your shared point of connection to overcome their concerns.

These are the types of details to include in your sales call reporting so that anyone can follow up with prospects with full context of their history with you.

"Look, I'm just not interested."

Your challenge when folks object based on their interest is to figure out if they are saying no or if there is wiggle room for discussion. One technique you could implement is to acknowledge their interest, but to ask one last question, "Is your current solution completely error-free?" Chances are, there is at least one hang-up with their current setup. Whether they aren't getting the results they need or don't have the most straightforward solution available, you can find a way to determine their pain points and provide an answer.

"Just send me some information."

How you respond to this objection depends on where you hear it in your conversation. If you haven't yet explained your value proposition and hear this one, they are likely brushing you off. Prospects often use it to stop the conversation from getting started. However, if you get it after you're halfway through your pitch, it could be time to move on. As a salesperson, it is your job to isolate the reasoning behind the brush-off. Have you failed to present your software's real value in a way that makes sense to your prospect? Or are they simply not ready to make a purchase?

Try following up with one of the following techniques:

If you're early in the conversation, try to ask for a specific amount of time to quickly explain your product's value. Most people are willing to part with a minute of their time. If you present your pitch with a qualification, your prospect will feel more in control.

Should you be halfway through the call, ask them how you can help. Have a few qualification questions prepared beforehand to keep the conversation moving in the right direction if this comes up.

When you've already presented the value of your service and qualified the prospect, and then get this response, try offering them a free demo. Simply state what the demo will include and ask to set up a time to go through it.

"We already partner with [your competition]."

This will likely be the biggest sales barrier you face. If you're a startup, businesses know that your niche has a 90% fail-rate. And they don't want the hassle of finding a new provider if you do. But instead of a lose-lose situation, why not turn it into a win-win-win situation? Think about how your software can be used in a way that supports what your competition is offering them. As they see the value and consistency of what you have to offer, they may make you their go-to provider. Ask, what are a few ways your current software could be improved that ours might fill in the gaps?

"We simply don't have the budget for a switch."

Ask yourself if you've proved the value of your product or service during your pitch. It's possible that your prospect simply doesn't see the value in what you're offering and reject it based on that alone.

Try to pry a bit further by asking them what price they might put on the x number of more sales per month, or another metric that you believe your software can help produce.

Get their wheels spinning about the value, and you may have a second chance to open up the conversation.

"Call me back in a few months."

Without being aggressive, ask your prospect what will be different in the next few months. Then pause. Don't rush to fill up dead air. Give them a chance to think about it and respond.

Any reasonable objections for why they don't want your offer now will require a follow-up, so be prepared. If they demand you follow up later, do.

Make a note to follow up in 2 months. And then keep going until you get an affirmative "no" or "yes."

"I'm not the right person to make a decision on that."

If they're not the right person, directly follow-up by asking who the right person would be to ask. See if you can get their email instead of the phone number. This is an excellent way of taking the burden off the person connecting you. Follow up with the gatekeeper and use these sales objections tactics to turn a 'no' into a 'yes.'

Techniques for Overcoming Sales Objections

Whether you're dealing with one of the sales objections mentioned above or something similar, try using this step-by-step formula to get the answer you need.

Step One—Pause

Use the power of the pause to speak clearly and with authority to your prospect

after they object.

Step Two—Ask Questions

Instead of aggressively hounding your prospect with more info, try asking a question or two to understand their objection better and respond accordingly.

Step Three—Validate Them

Understanding your prospect is far more powerful than redirecting them back to your service.

Focus on them and show them you care about their concerns by responding with confirmation questions—do a little research to better prepare.

Step Four—Determine What the Objection Is

Before you can challenge an objection, you have to know what you're up against first. Ask your prospect, "If we worked through that, what other challenges would we be facing?" this question demands an answer.

Step Five—Ask for Approval

Make yourself vulnerable and ask your prospect if you can bounce some ideas off them. This puts them in the driver's seat, giving them the confidence to move forward.

Step Six—Reframe

Next, change your buyer's perspective by helping them see right now as the best time to improve their situation. You can also turn a perceived weakness into a strength. Reframe the conversation to get your prospect to think differently about your product.

Step Seven—Ask for Closure

Point blank ask your prospect if you've answered their concerns. If they say yes, then you can move on to closing the deal!

Now, go forth, armed with these techniques, and increase your conversions and build a stronger business in the process!

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