Overcoming Objections Techniques
Overcoming Objections Techniques
Objection handling occurs when a prospect raises concerns about the product/service being sold. The salesperson then responds in a manner that addresses those concerns, allowing the deal to proceed. Objections generally revolve around price, product fit or competition. Sometimes the objection can be a simple brush-off.
How to overcome an objection
While we’ll be covering specific objections to sales in a moment, there is a general process that can be used to overcome objections. It’s important to practice it, so even if you get caught off guard, you have a better chance of overcoming any sales objection.
These are some techniques to overcome objections
Listen to your prospect’s objections, not just what they say. You might be able anticipate possible objections before they occur. In this article, I will discuss the most common concerns as well as how to overcome them.
Instead of jumping in with an answer, or worse, cutting off your prospect before they have had a chance to express their concerns fully, give your prospect the opportunity to speak. This will make them feel that you care about their interests and are willing to help, which will increase your chances of closing the deal.
Complexity is a hallmark of human nature. Sometimes we don’t say what we mean, and sometimes our words can be misinterpreted. Paraphrasing your prospect’s concerns is a good way to show that you have heard their concerns and that you can understand them. This will allow your prospect to correct you.
You may have additional objections that the prospect may not have voiced or may have only alluded. To be able to effectively respond, you will need to ask open-ended question.
Recognise that your prospect’s concerns matter, regardless of whether they are a serious concern to you. It’s unlikely that you will close the deal if they feel you don’t take their objections seriously or you are trying to force them into an agreement.
Don’t be afraid if you can handle the objection yourself. If not, explain that you have to raise the flagpole to address the objection and set a time when they can be reached.
Repeat the objection and confirm that the prospect will accept it if you can overcome it.
This is the most important part. It’s not worth taking the time to resolve a sales objection if you don’t get closer to closing their deal. Some prospects won’t buy, so it’s important to remember that it’s not an obstacle. You’re probably wasting your time if they don’t have enough budget, aren’t fully qualified prospects, or lack authority to make a decision.
Overcoming of Specific Objections
1. “Now is not a good time.”
Timing is a problem for many reasons. There are two objections to this: (1) I don’t have the time or energy to deal with it, and (2) It is not the best time to purchase.
You need to research further to learn how to respond to this objection. You can try a lot until you find the one that suits your preferences. Let the leader come to their own conclusions that this is a good time for them to move forward.
2. “I’m Already in Another Contract.”
The contractual objection is a simple concern with a fairly straightforward answer.
A discount or creative payment plan might be able to overcome a prospect’s objection to your product if they have a genuine need. It will all depend on how satisfied they are with their current contract. Ask them directly if they want to change or if they are happy.
How to handle it: There is a lot of flexibility available here. However, it all depends on how your prospect thinks. If they are already in another contract, genuine interest prospects may be concerned about cash flow issues. Others simply don’t like being trapped.
3. “I don’t have the time to talk to you right now.”
This objection may sound like a slap in the face, but it is probably true. No one has extra time these days. Your options are limited if your target is too busy.
How to handle it First, determine if the problem is really due to a lack or something else. The interaction could look like this using the sales objection process.
- “I’m sorry. I don’t have the time today to talk to your.
- Listen and use active listening.
- Understanding – “I totally understand. This is crazy season, and I am also overwhelmed.
- Response – I don’t want your time wasted. I can tell the product in just three minutes. If you are interested, I will send you more information. If not, we will leave it at that.
- Confirm – “Great! Please take no more than three minutes to confirm.” How does that sound?4. “I Need To Run This Past My Boss”
This objection will vary depending on the company. People in larger companies will say “I have to run it past my boss” and “I have to discuss it with my colleagues.” But, this objection is more common in smaller companies.
This is how to handle it again. Ask the prospect to reconsider if they aren’t authorised to make that decision. You can help prospects prepare for possible objections and provide solutions to ease the selling process.
5. “You Have a Bad Review.”
Negative word of mouth and bad reviews can be a huge opportunity for growth. Bad publicity can’t be wiped out, but it can help you learn and grow.
How to handle it Surprisingly this is an easy fix if you are proactive. Do not try to solve the problem. Instead, address the issue as soon as possible. If the issue is one that an in-house team has already addressed, you can offer to connect with them to address their concerns and answer any questions.
When you hear objections, your first instinct may be to respond immediately. This temptation is not to be allowed. Reacting too fast can lead to making assumptions about the objection. Don’t react defensively. Negative emotions are something you should learn to ignore. Focus on the buyer and the problem they are trying to solve. Listen intently without expecting or anticipating. To communicate intently to the buyer, use your body language and verbal confirmations.