Handling Objections - it takes practice!
Salespeople often encounter objections from potential customers throughout their work. It's a natural part of the sales process, but it can be difficult to handle. When someone tells you that they don't need your product or service, it can be discouraging and make you feel like you're failing at your job. However, objections are not something to be afraid of – they can actually be an opportunity to strengthen your sales pitch and build a better relationship with the customer. In this post, we'll talk about some common objections and how to handle them like a pro.
"It's too expensive." This is a common objection, and it can be tricky to navigate. The worst thing you can do is try to argue with the customer and tell them that they're wrong. Instead, try to understand why they feel this way. Ask questions like, "What is your budget for this?" or "What features are most important to you?" Once you have a better understanding of their needs, you can position your product or service as a valuable investment rather than a cost.
"I'm already happy with my current solution." This objection is tough because it's not something you can necessarily disprove. However, you can still make a case for why your offering is better. Ask questions to understand what the customer likes about their current solution, and then highlight the ways that your product or service can provide additional value. Maybe your solution is more cost-effective, or maybe it offers a feature that the customer's current solution doesn't have. Try to build a strong case and show the customer that you're not just trying to sell them something, but rather trying to help them improve their business.
"I need to think about it." This objection is often a way for the customer to buy time and avoid making a decision. However, it can also be a genuine request for more information. When you hear this objection, ask questions to understand what the customer needs in order to make a decision. Maybe they want to see a demo or read more about your product. Then, create a plan to provide them with that information and follow up with them at a later date.
"I don't have time for this." This objection can be particularly challenging, especially if the customer seems uninterested or rushed. However, it's important to remember that everyone is busy, and the customer's time is valuable. Acknowledge that you understand their situation, and try to quickly highlight the key benefits of your product or service. If they're still not interested, don't push it. Sometimes, it's better to back off and try again at a later time.
"I'm not the decision-maker." This is a common objection, especially in a business-to-business sales environment. However, it's important to remember that even if the person you're talking to isn't the decision-maker, they can still influence the decision. Ask questions to understand who the decision-maker is and what their priorities are, and then work to build a relationship with the person you're talking to. If you can convince them that your product or service is valuable, they may be more likely to advocate for it with the decision-maker.
Handling objections is an important skill for any salesperson, and it takes practice to get it right. The key is to listen to the customer, understand their needs, and position your product or service as a valuable solution. If you can do that effectively, objections can actually help you build a stronger relationship with the customer and close more deals. Remember that objections are not a personal attack on you – they're simply a part of the sales process, and with the right approach, you can handle them like a pro.