Sales objections are customer behavior preventing sales.
Without sales objections in a sales cycle, things would be very easy. Every one of us would be closing all the deals.
But in reality, we face many hindrances from clients. And to close the deal we need to overcome them.
All of us plan and practice to pitch our product. We just think about how to prove that our product is the best.
But how many of us plan for the situation after that. What if the client says the product is out of his budget. And there can be many such statements.
Are we ready to overcome these sales objections?
The key is to understand the reason which is stopping the potential client to make the purchase.
Once you have the reason, then you can resolve it.
So let us check out some tips on how we can overcome sales objections.
There is a difference between hearing and listening. You need to develop the skills to listen to understand. When your potential client is talking then responding is not the only goal.
You need to extract his buying nature, his needs, and concern from his words.
Never ever make assumptions. They have the tendency of leaving you astray. So listen and draw concrete conclusions of your prospect’s condition. And then make your move.
Also, it is very bad to interrupt your prospect while he is speaking. Allow them time so that they can say their mind. This will build their trust in you.
The next step is to tell your subject that you understand him. And you can think from his perspective.
So once the prospect is done speaking then it is the time for you to speak. But that does not mean that you directly start giving solutions or pitching your product.
First, repeat your prospect’s issue, concern, or requirement with your understanding. Then take his confirmation whether you got it right.
And then when it is proved that you have understood the concern then you can start making recommendations.
Now the potential client will get the impression that you are making a suggestion in order to resolve his issues, not just making a sales pitch.
Now once the problem is explained by the user and you have an understanding of it and it is also confirmed by the subject Then it is the time to address the elephant in the room i.e. the solution.
You need to craft the best possible response. And this is not less than any art. So you need to work on your skills and do a lot of practice.
The subject has now expectations from you. He thinks that you understand him and will suggest the best product or solution to him. And if your response is not up to the mark then making a sale at that moment will be tough.
In short, your response should include product suggestions and justification based on the prospect’s own words.
After making the suggestion, check if it satisfies your prospect. Ask what he thinks about.
You need to analyze the prospect’s reaction if he is liking it or not. And if not then again ask why then provide a better solution.
In this way, you need to maintain the conversation until the goal is achieved. The conversation should be very monotonous. It should be engaging enough to keep the prospect interested.
To gain credibility it is very important that you share your customer stories, their experiences, and testimonials.
Now here is a catch. We need to understand that we are going to get time to brag out. We need to put such statements in the ongoing conversation very smartly.
For example, when you are discussing the requirement or concern, you came up with a story. It can be like, ” there was a client I dealt with who had the same issue.”
Then you explain how you were able to help him and then the level of customer satisfaction reached.
This will increase your chances of making sales due to increased credibility.
After all this, there are two possible outcomes. Once you make the sales and other you do not. In both cases, the story is not over.
If the client is converted then it is very important to cater to a relationship with him in order to make him a loyal customer. You need to ask if he is satisfied or whether he is facing any issue.
This will generate more sales opportunities from a single customer.
And if the sale is not converted then you need to follow-up so that you can convert him in the future. It is possible that at that time the user thinks the product is not good for him or it is expensive.
But with constant follow-ups, you will be able to change his mind. May he got the budget or may his requirements change and your product suits him now.
Sales objections are just like any other hurdles you face in your life. They are unavoidable. We can only prepare to overcome them.
With proper strategy and skills, they are very easy to win over these obstacles.
I hope I was able to do justice with the topic.
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