During sales training courses, you can learn about numerous sales techniques; some will work better than others. In this article, we will talk about an efficient technique for dealing with all kind of objections when you are trying to sell your product/ service.
There is one thing that must be cleared up, right from the start: objections are actually a great part of the sale process because they offer you the opportunity to clarify certain important aspects. Basically, almost any sale starts with an objection and not knowing how to overcome an objection will translate into significantly fewer sales.
The causes of objections
Objections may appear for different reasons:
- the buyer wants to clarify some aspects
- the person that you want to convince to buy from you doesn’t actually have time for you
- he/ she doesn’t have enough money
- he/ she does not trust you and/ or the company you work for
- he/ she is looking to get rid of you as soon as possible because you did not manage to grab his/ her attention.
It is precisely because we never know the exact cause of an objection that we must learn to overcome the objection in a professional manner, which doesn’t harm our business interests.
Here are a few examples of inefficient ways to answer objections:
- The Customer: The price is too high.
- The seller: It is not true, it’s actually a price that reflects…
- The customer: I work with someone else.
- The seller: That’s not the wisest decision…
The examples can continue, but we believe that the idea has been understood: these selling “techniques” are not working. The customer raises an objection and the seller hurries to prove him/ her being wrong. The customers may not be right indeed, but sales champions never rush to contradict them, because this is the first sign of failure.
The right approach is to try to find as many reasons as possible related to your client’s objection and only then to offer your professional opinion.
Basic rules to follow when dealing with an objection
- Accept positive intent
Whenever an objection is raised, try to reformulate it as a positive intent. For example, if someone tells you “I do not have time to listen about your product”, take it as “I value my time, so I will only pay attention to something that really matters”. Believe it or not, there is a positive intention behind most objections. If you have the inspiration and experience to reformulate an objection in a positive way, you’ve made half of the sale. Think about sales coaching Denver companies offer and be your best.
- Discuss and clarify
During this second stage, you must have even more patience. Do not rush to answer, because this is unprofessional and, besides, you must always do your very best to avoid interrupting or contradicting the client. Learn to listen and understand the client’s point of view.
- Answer the objection
Once you found out more details related to your client’s objection, you can use them to your advantage. It depends on you to use your wit and assertiveness in order to turn a situation in your favor. If you are still inexperienced, it is always a good idea to go for sales training and performance consultancy.