Handling Sales Objections
It’s true that nothing beats an inexperienced salesperson faster than an unexpected objection. If you want to increase your sales, know how to handle objections. They are inevitable. Never see objections as a door slamming closed in your own face. But understand why the customer is objecting and take the right action. Here are four main tactics for handling and overcoming sales objections.
Listen Attentively Then Ask Appropriate Open Ended Questions
Don’t turn your back to your prospects as soon as they say “But we don’t like…” Instead, give each of them an opportunity to explain exactly what concerns them. From the way the prospect phrases his objections, pick up some helpful clues. When you are sure the prospect has finished talking, look thoughtful for a moment, paraphrase the main concerns and invite the client to see how he can overcome the perceived demerits. You can say, “You have pointed out that the maintenance cost is high…That’s fine…” Then allow the client to clarify what he meant. This encourages effective communication and shows that you are interested in the conversation.
Answer the Objections
Begin by exploring the reasoning. In most cases, the first objections are not the customer’s real concern. Customers who don’t have enough money, for example, often start by raising a host of objections instead. So before you start answering an objection, ask a few exploratory questions such as whether product downtime has been a big issue and may be how it has affected them in the past.
After this, start answering the objection. Remember when customers raise objections, they are expressing their fears. So your work at this point is to relieve the fears. Present hard facts such as a few statistics or a story from an existing customer to make your response stronger.
Confirm Whether You’ve Answered
Take some time and get back with the prospect to ensure you have answered their objections fully. Say something like, “does that help?” Or “Have I answered you well?” If the prospect answers in the positive, you can move on. If not, or he simply appears to hesitate or acts unsure, get back to an earlier step and make things clearer. You may not have fully resolved your prospects concerns.
Redirect the Conversation
Whenever the prospect raises an objection, answer it in detail and bring your customer back into the flow of the sales process. Once you have answered, summarize whatever you have been talking about in a few sentences before you move on. When you are done with your pitch, check again if the customer has any other objections. If there is no objection, start closing the sale.
Take these four tips and apply them at your workplace to handle sale objections professionally,. While being effective at managing sales objections obviously requires practice, you also need these ideas to succeed. They will enable you to demonstrate to your prospects or customers how they can use your products solve their own problems and, consequently, help you to see an increase in the number of qualified leads
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