How To Overcome Objections In The Sales Process
As a sales person and marketer you probably already know that throughout the sales process there will always be objections. But the question still remains; what is the best way to know how to overcome objections?
Some people look forward to questions and objections because they believe this indicates a very real interest on the prospect’s part. The prevailing thought is if the prospect is asking questions and/or providing objections then they’re at the very least interested in your product or service and they’re thinking about how it may impact their business.
However while some people thrive in these moments, others loathe when the objections arrive and they cower and shrivel up at the thought of having to know how to overcome objections.
4 Quick Tips On How To Overcome Objections:
If your the type of person who cringes at the thought of handling objections then here are 4 quick tips on how to overcome objections for you:
- Know that objections are a part of the sales process and if your prospect is serious about your product/service and engaged in your presentation then questions/objections are the norm and not the exception.
- Now that you know that objections are a natural part of the selling process don’t be surprised by them; instead, anticipate them. Take note of some of the most common objections that you come across and prepare your response to overcome them. Practice these responses over and over until they easily roll off your tongue.
- When an objection arrives, instead of going into immediate “defense mode” and blurting out your canned response, try asking them a question first…for example: “That’s a great question Steve …out of curiosity, why did you ask that? Has that (objection they raised) happened to you before?”
- If they say “yes” then you follow that question up by asking an open ended question like … “What impact did (their objection) have on your business when that happened?”
Objection Handling 101:
By asking questions first instead of immediately “dancing” (scurrying around to quickly provide an answer for your prospect) you’ve accomplished a few things:
- (A): You’ve removed the immediate pressure off yourself to provide an answer and you’ve shifted the focus back onto the prospect. This not only allows you to “regroup” but also to learn more about the prospect’s concern and why they’re asking about it.
- (B) You’ve helped to establish your posture. By asking this question you’re demonstrating that your not just trying to quickly submit an answer that will hopefully overcome their objection in order to “get the sale”. Furthermore, you’re actually showing that you’re not running or hiding from the objection by providing a “stock” answer to hopefully sweep it under the carpet and rapidly move on. Instead, you’re demonstrating to your prospect that you actually embrace this this kind of question and you’re 100% willing to tackle it with them.
- (C) By asking the open ended question (a question that can’t be answered with only a “yes” or “no” response) you’re actually showing the prospect that you’re willing to dig a little deeper in order to obtain more information so that you can help them out and provide them a solution to their business “pain”.
So by now you understand that overcoming objections is just part of the process, that you shouldn’t fear them (you should expect and prepare for them), and that the best way to defuse them is to ask open ended questions to get to the heart of the objection.
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