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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.

   

 

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9 Easy Ways to Double Your Sales

Denis Linehan double your sales

Ready to double your sales (who isn’t)?

These tips are easy, actionable, and they’ll take you there. Get ready to start crushing it.

 

Who wouldn’t jump at the opportunity to double your sales? Even the best of the best could always use a few more dollars in their pocket.

Nothing happens without hard work, but to double your sales is very possible.

What it takes is some know-how surrounding the sales game; a little bit of human psychology, and just the right amount of effort to have you sales sheets exploding.

 

Double Your Sales Tip #1: Value Yourself And Your Clients

People are attracted to success.

They flock to it for the potential that some of the success will rub off on them.

Use this idea to your advantage. Start targeting high-value clients, while also charging more for your own services (if that’s included in your job).

You’re likely to attract more and more high-value clients after you’ve landed the first.

Obviously, if so and so bought their product from you, you must be the person who can make things happen. After all, so and so never settles for anything less than the best.

As a bonus, these clients also open doors for new referrals.

 

#2: Exclusive Events

If you’re going to attract the best clients, you’ll need to speak their language.

“Wooing” the big client isn’t just a sales cliche.

People enjoy being catered to, and love exclusive invitations to events.

If your company doesn’t host sales events, throw one yourself.

It might take some effort, but you can’t pitch sales to the big guns without putting in the hard work first.

With any luck, word of your events will spread and people will strive to secure an invitation.

#3: Dress To Impress 

High-value clients want to see someone put together. A salesperson who can dress for the occasion.

Take the time to put together your outfit, regardless of how casual the event. People respect those who dress well.

There’s some science behind this tip.

Attractive people are likely to earn more money over their careers than their less attractive peers.

If you make an effort you’ll earn respect, and your clothes can help accentuate your natural looks.

 

#4: Make Follow Up Calls

You’ve heard it over and over; make your follow up calls.

Show people you’re interested.

End sales calls or meetings by setting a date for your follow call/meeting.

This breaks the ice for further contact.

Some salespeople are nervous of coming off as “too pushy.”

While that’s possible, sporadic or scheduled follow-ups are always a good idea.

What if the client simply forgets to call?

#5 Social Media Isn’t Just For Fun

Seven in 10 Americans use social media to connect with other people.

That’s 224 million people.  

There’s a good chance that you, and many of your clients, actively use social media in your personal life.

So why not your professional life?  Research says only 1 in 4 salespeople knows how to use social media to sell online.

Start yourself a professional Facebook page and start gathering friends. You’ll probably “friend” more than double your current clients soon after creating your account.

 

#6 Build Your Reputation

We’re not talking about your reputation of having the best clients.

Or the reputation of closing large sales.

Don’t get us wrong, both of those are important. But this is about building your reputation as a trustworthy person.

Denis Linehan Trust

Your clients need to know that you’re upstanding and trustworthy.

It’s important to show your clients that you’re willing to place their needs above your own.

Honesty and integrity spreads. Clients whose trust you’ve earned are likely to recommend you to their friends and colleagues.

 

#7 Gather Those Leads

Building a large list of potential clients is crucial to long-term sales success. Where else are you going to find new leads?

Take a page out of the digital marketer’s playbook and create a website landing page that collects emails.

Email marketing is a surprisingly powerful tool when it comes to generating new sales.

Email marketing campaigns to qualified lists see up to 66 percent conversion rates (emails sent vs. sales). That kind of outreach and sales potential will help double your sales.

#8 Learn To Take No For An Answer

Salespeople often hear the phrase, “never take no for an answer.”

You’ve almost assuredly heard it before.

The phrase is supposed to mean to give every sale your best shot. Do everything possible to entice the client.

However, this saying often gets taken far too literally.

The best way to come off as a pushy salesperson? Actually never take no for an answer. Just like your good reputation spreads, so does your bad one.

People will flock to the salesperson who gives them their much-needed space.

 

#9 Know Your Product

This might seem an obvious thing to state, though many salespeople don’t know the finer details of their product.

For instance, if you’re selling homes, you need to know the housing market in your town, the surrounding towns, and the entire state.

If cars are your thing, you better know the finer points of every engine on the lot.

There’s nothing worse than looking uneducated because the consumer knows more about the product than you do.  And that’s very easy in the internet age.

Selling people “a dream,” as it’s called, isn’t the goal. “Fluff” talk won’t win over many customers.

Hit the customer hard with intimate knowledge. You should know better than them if their purchase is smart.

If you want to double your sales, it takes hard work, determination, and a solid reputation. Stick to our 9 easy steps and you’ll double your sales in no time.