Receiving objections is a natural part of the sales process but can still be challenging to hear. Prospects may have many apprehensions about purchasing your product, with 80% saying “no” four times before they say “yes.” Still, it’s not a hopeless scenario. Each objection is an opportunity to leverage your lead’s concerns and show additional product value. Follow these three tips to remove potential sales objections and move your prospects forward in your sales funnel from inquiry to conversion.
Even if your prospect doesn’t say it, objections are always right below the surface. Don’t try to avoid them. Instead, prepare for the no. Make a list of the reasons a person may decline to purchase your product. (The four common objections are pricing, complacency with current tools and status quo, timing, or an allegiance to the competition.) Then practice responding to objections. Is it bad timing? Ensure you schedule a follow-up call. Not the right price? Have a discount promo available. Do they prefer to shop with the competition? Highlight that your product comes with a warranty. Run through all the scenarios ahead of time, practice, or role play with your team, so you’re ready and prepared for any situation.
Think Like Your Buyer
Approach your brand from the prospective buyer’s perspective. Why does the lead need this product? Is the price fair? Why do they need it now? How does the service offered compared to other vendors? By putting yourself in the buyer’s shoes, you can go into the call prepared to remove any barriers that may arise and prevent you from closing the deal.
If your prospect doesn’t mention any objections and you can’t sense any, then ask. You may also drop subtle hints. For instance, you may bring up compliance to see if they bring security measures. It’s best to know there are objections and understand what they are so that you can remove any doubt or misinformation. Don’t be afraid to get a little uncomfortable and ask awkward questions. A few minutes of awkward conversation could save your deal. Otherwise, you risk a deal falling through at the last minute because you forgot to ask about their security or competition.
Lead with Confidence
People want to buy from businesses they trust and value, so keep your answers simple and be confident in what you’re selling. Remember, you’re not selling a product. You provide a quality solution, and you should be proud to share that with customers. You’re selling an answer to your customer’s most pressing needs. Ensure you’re well-versed in your product, but also the buyer’s pain points and interests. The more knowledgeable and assured about what you’re selling, the more confident you will appear.
Welcoming Objections as Opportunity
No one wants to hear the word “no,” but receiving objections in your sales cycle is a chance to pivot and reposition your product to better meet your buyer’s needs and expectations. Ultimately, it makes you a better sales professional. Using these three tips, you can adequately address buyer concerns while remaining calm, focused, and committed to delivering unmatched value.
Join Sales Allies for more resources and information to help you navigate objections and prepare your sales calls for success.