Every sales rep will have to deal with sales objections. Virtually every prospect will have at least one objection, whether it be the price, the features, the timeline, or anything else. But these objections are better than getting a hard “no” because they offer you an opportunity to begin a conversation.
Knowing how to effectively approach these sale objections can make the difference between successfully moving the prospect to the next step in the sales process and losing the deal completely.
Here are some tips to help you navigate sales objections.
If the lead gives you a vague objection like “I’m not interested,” acknowledge the objection and attempt to have him clarify his position. Don’t end the sales call immediately after you hear an objection. Ask him why he’s not interested. Is it because he’s not the decision maker, because the price is out of his budget, because it’s not the right time, etc.? Furthermore, ask him what he would be interested in. This could open new opportunities.
Buyers love to delay buying and these late-stage objections are often delaying techniques that are used to stall the deal from moving forward. Understanding that these types of objections are typically used as an excuse because there are other concerns that the prospect isn’t mentioning can help you better overcome them. The best thing to do in these types of situations is to be direct and ask if there are any other concerns surrounding the purchase. If you have a good rapport with the prospect, he’ll probably be honest and disclose the underlying issues, which you can then work on resolving in order to move forward.
About the Author:
Matthew has over 20 years of sales and sales management experience. He is the founder of SalesHub, an inbound marketing agency that helps companies generate leads, boost revenue, and adapt to the new way customers buy. When he’s not helping companies improve their revenue, he trains and competes in half ironman distance triathlons to “relax”.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.