Have you ever faced an objection during a sales call that left you feeling like you have nowhere to go? The kind that makes you wonder if you'll ever close the deal? Well, we're here to tell you that you're not alone.
There are three objections that even the most experienced salespeople can find challenging to overcome:
"I need to think about it",
"We don't have the money/time right now",
"We are currently using/considering XYZ".
Although these sales objections can be troublesome, you don't need to worry. In this article we'll show you how to identify the real meaningbehind each of these objections, how to overcome them, and start closing more deals.
Let's get started!
Top 3 Sales Objections and How to Overcome Them like a Pro
When pitching your product to a potential customer, you may every now and then hear the dreaded -
“I need to think about it.".
When someone says they need to think about it, it's usually because they either aren't interested, or they're interested but unsure. They are stalling, hoping to get rid of you so they can get on with their day or do their own research into your product.
So how do you best deal with this objection? You’re not going to accept their response and walk out without a sale that’s for sure! There’s a few approaches that allow you to address their concernsand move the conversation forward in a productive manner.
Ask the right questions
To overcome this smokescreen, you need to find the real objection. Don’t settle for a, “Let me know when is a good time to call you back?”. When your prospects“need to think about it”, it is time to pull out your listening cap.
Listen carefully to what they are telling you and ask probing, and open-ended questions so you can really understand where they are coming from.
Providing options to customers can help you overcome this sales objection because it allows the customer to feel empowered and in control of the buying process. When customers have different options put in front of them, they are more likely to engage in a conversationwith you and explore possible solutions that meet their needs.
By offering different product options or payment plans, customers can discover an alternative solution that they hadn't previously considered. This approach also shows that you are committed to helping them, ensuring that the customer views you as someone trustworthy.
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Sales Objection #2: “We don’t have the money/time right now”
One of the most common sales objections is -
"We don't have the money/time right now."
While this can be frustrating to hear after all of your hard work identifying customers you think are ready to buy, it's important to understand this objection and the root cause behind it. Is the timing really an issue, or is it just an excuse to get rid of you? By identifying the true meaning behind the objection, you can draft up a battle plan and turn the situation into a positive one.
Focus on showcasing the value of your product and how it can benefit the customer. People are always willing to buy a product that can help them in their day-to-day lives. Even if it might cost them more than they were expecting, if they see the benefits that can be made, they will be more inclined to take a risk to reap the rewards.
By providing a special discount, you can help your customers with any concerns they may have about breaking their current contract prematurely. This can be an effective way to win them over and show that you are committed to providing value.
However, it's important to make sure that the discount you offer is still profitable for your company. You don't want to sacrifice your own profitability just to win over a new customer. So, make sure to analyze the potential ROI and make a calculated decision.
Success Starts by Taking Action
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