How Top Salespeople Handle Objections

How Top Salespeople Handle Objections

Being Top Salespeople 

Salespeople must develop the ability to handle the objections that arise during the sales process. Your success at selling will be determined to a large extent by how well you master this skill.

Experienced salespeople know that an objection indicates that the sale has a chance of going through. Customers who have no interest in buying your product or service will not go to the trouble of raising an objection. Instead, you will simply be turned down.

You must be very careful in your handling of objections.  If your approach is incorrect, you are likely to lose the sale. Provide the correct reply and you increase the probability of getting a positive response.

Here are some of the points that you should keep in mind when handling the objections that customers raise.

Salespeople Should Never Argue with the Customer

The customer may ignore your detailed presentation. There could also be instances when the client makes a statement that you know to be factually incorrect.

Remember that your objective is to win the customer over to your side, not win the argument. Of course, you know your product’s features better than the client. But you should not try and score points by proving that you are right.

Instead, try and understand why the customer holds a point of view. If you are able to get a grip on the situation, it will be easier to get your point across.

But if you insist on proving that you are right and winning the argument, you are sure to lose the sale.

Begin with a “Thank You”

Yes, that’s right.  At the time an objection is raised, your first response should be to say “Thank You.” You are expressing your gratitude to the customer for listening to your presentation and moving on to the next stage.

The fact that the customer has raised an objection signifies that you are past the first hurdle. All that you need to do now is to address the objection in an appropriate manner.

Saying “Thank You” serves two purposes. The client understands that you have grasped the problem and that you will work to solve it. It gives you the opportunity to build your rapport with the client.

Don’t provide a logical answer that proves that the objection is not justified. Let the customer arrive at this conclusion independently.

This approach will need a little patience and tact, but it will help you to close the deal.

“It costs too much”

Howard Wool on Salespeople handling price objection
Howard Wool on Salespeople handling price objection

“Your product is too expensive.” That’s a common objection that many salespeople hear. When a client says this, it may not mean that your product costs too much. What the customer could be really saying is that your product does not provide adequate value for the price that you are asking.

All buyers know that a high-quality product does not come cheap. In many instances, they will be willing to pay the price that you have quoted. It is up to you to prove that the item that you are selling is worth the amount that you are asking for.

Try and shift the conversation away from your product’s price to how it will help the client save money over a period. Proving that your product is worth its price will help you to clinch the sale.

“Send me an email…”

How many times has a salesperson heard this line from a prospective client? If you follow these instructions and dutifully shoot off an email to the customer, you will probably not get a response.

How can you tackle an objection of this type? Get your foot in the door by asking for the specific details that are required in the email. If the client is genuinely interested in your product, you can be sure that you will get some response. Your question could even lead to a detailed discussion and take you closer to making a sale.

Present them with proof

In certain situations, a customer’s objection could be that your product is new for their company and that they are unwilling to take the risk of buying from you. This is the time to pull out the factual material that you have.

Is there an industry expert who has certified your product? Have any of your customers provided you with testimonials? The sale can go in your favor if you provide these details.

Walking away could be the best option

It is not possible to overcome every objection.  If the customer does not want to buy your product because the funds are not available or if the purchase has already been made from another supplier, it is best to walk away.

Your time will be better spent following up on other leads that may result in a sale.

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