“An objection is not a rejection; it is simply a request for more information”.
-Bo Bennett
Six common sales objections and ways to handle them:
1. The Blow-offs
Customer: “I am not interested “or “I don’t want anything”
This is generally an impulsive response to a sales pitch and almost never has anything to do with you .Prospects tend to do this when they feel the salesperson is taking precious time.
2. The Cold Shoulder
Customer: “Send some information over”
Customers resort to this when they have made up their mind (pre-maturely) about you and decided that what you have to offer might not be relevant to them. By asking you to send information over, they’re just hoping to cut the conversation short (and spare your feeling).
3. The Stall Wall
Customer: “Need to speak to my partner first”
More often, this is simply a stalling tactic that is really used to just get you off the phone or out of their office. The prospect is stalling because they are too nice to say “NO” to you.
4. Complacency
Customer: “I don’t see the need for your service”
True to human nature, many people are lured into a false sense of security and will not make a change or decision unless it is absolutely necessary. You need to create a sense of urgency, make the client aware that if something is not changed now, they might not like the result down the line.
5. The Fiscal Freeze
Customer: “It’s too expensive”
These are the best type of objection questions you can get. Questions and comments about price indicate prospect’s intention of buying. After all, you wouldn’t ask for a lower price or run a price comparison unless you are interested.
6. The Competitor Tussle
Customer: “We already work with your competitor”
Every salesperson is far too familiar with this objection. In a market where you’re not the only player, it is natural that you and your competitor will have overlapping prospects. While overcoming this objection is tricky, it’s not entirely impossible.
Converting ‘No’ into a ‘Yes’
Managing objections requires practice. The best way to overcome these objections is to identify and remove the friction that’s acting as a hurdle for your prospect.
Listen to the objection completely. Agree with your prospect. Tell your prospect how you can help them.Present a solution. Take that extra step to show your prospect that the solution is going to work.
Wait. Follow-up. Repeat!