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What to Do When You Run Into Sales Objections

denis linehan sales objections

Here’s how to beat some common sales objections that get in your way.

You’re always going to run into people saying no. It’s what you do next that defines you.

denis linehan sales objections

When you are in sales, you will run into sales objections from time to time.

How you handle them determines whether your business will thrive or fail.

Objections refer to anything that stops a customer from buying your product. They come as a part and parcel of the job and partly explains why many people shy away from doing sales.

Robert L. Stevenson, a Scottish novelist once said that ‘everyone lives by selling something’, so whether you are in business or not, you’ll have to contend with sales objections at some point in life.

But here is the good news. You don’t need to be a rockstar sales person to master the art of overcoming sales objections.

With the right sales training and persistence, everyone can learn how to do it the right way.

And while the task of learning how to beat sales objections might not be the easiest to learn, the rewards will be worth the efforts.

Let’s get to the reasons why potential buyers say no, and how you can overcome this.

Find out why potential buyers say no?

The first step to overcoming sales objections is to figure out why prospects say no to your products.

If you do your homework well here, you can come up with strategies to overcome the objections even before they are raised.

Sounds simple, right?

The tricky part is knowing what the objections will be.

sales objections

You can ask your past customers, existing customers, and potential customers what concerns they have about your products.

Also, interacting with your past customers might give you insights into what troubled them about your products and made them stop buying from you.

Lucky for you, we’ve done some digging and discovered the top 5 reasons why clients say no, and what you can do to overcome the objections.

Common sales objections and how to overcome them

A potential client will likely reject a sales proposal because of:

1. Price

Regardless of who you are selling to, pricing is one of the most frequent objections to a sale.

For most sales personnel, the knee-jerk reaction is to offer a discount.

Instead of selling at a lower price, which is risky and also raises questions about the quality of your products, you can look for creative ways to showcase the unique value of your products that justifies the price.

For instance, you can overcome the price sales objections by giving specific examples of how your product is unique, and how the product will solve customer’s problems.

2. Wrong timing

This is one of the trickiest objections you’ll face because the prospect is not actually saying ‘no’, but showing interest in a certain time in the future.

The prospect might say they’ll have money next month, or they might even tell you to give them more time to do research or even think about it.

Because the customer said ‘maybe’ or ‘later’, most sales professionals make the mistake of not considering this as an objection.

So, how do you overcome such sales objections?

An astute move is to dig deeper to find out exactly why the customer can’t buy at that moment.

Are they really not buying because of the budget, or because they don’t see how the product will add value to their lives.

If it’s because of the budget, you can do a follow up by presenting your pitch to the people responsible for allocating the company’s finances. They might give you a chance to present your product at a specific date in the future.

3. Fear of change

Fear of change is a very common problem, especially among employees. People fear change for many reasons–some want to maintain the status quo while others are afraid of what might be the outcome of change.

To overcome objections that originate from the fear of change, you’ll need to have a very convincing tone.

If you can, you’ll need to illustrate with examples and case studies of other customers or competitors who have benefited from similar changes to the ones you are proposing.

Fear of change is a natural occurrence, so you’ll need to impart confidence upon the prospect that the product will bring a positive change.

4. Lack of trust

denis linehan sales objections

If you want to increase your sales, you must get your existing customers and prospects to trust you.

People and businesses prefer to buy from companies they know and trust. These are typically corporations they have transacted with before.

So if you are a new player, your chances of successfully clinching a deal are slim.

But that does not mean you can’t strike a deal. The secret here is built trust with your prospects. Give them reasons to believe that the product will put them in a win-win situation.

For example, you can remove the financial risk by imposing a money back guarantee policy on your products.

You can also use a sample to show your client how the product works.

Give them more reasons to trust you by displaying any certifications you have as an industry expert.

Your website should also be trustworthy with the proper security and fraud protection.

5. Authority

 

You will always encounter objections such as, “I like the product, but I’ll need to consult my boss/partner”

This can yield positive results, assuming the client actually intends to consult with others but not using this as an excuse.

If your hear this objection, the best you can do is to respect the prospect’s wish and ask if there is any other additional information you can provide which might be of interest to the other parties.

To ensure this doesn’t mount to a deal ending sales objection, try to suggest a joint sale meeting with the other parties so as to answer any question that may arise.

Summary

The main reason why prospects raise objections is because salespeople and businesses fail to address issues that are important to these potential buyers.

Knowledgeable sellers, however, knows how to address all concerns even before making a sale, which increases the likelihood of winning a deal.

They know the best way to overcome sales objections is by visualizing a case where you answer all the questions before they are thought of.

So before making your next sales proposal, make sure you’ve identified the prospects needs, the motive for buying, and be ready to show that your product can provide value that competition can’t.

Selling is all about psychology, and your products and your existing customers are your best test subjects.

Are you a salesperson looking to learn how to turn objections into sales? Why not enroll in our sales training programs? And if you have any questions, feel free to get in touch.

If you are genuine about creating massive wealth and success through professional sales then this is definitely not to be missed.