Having to overcome objections is a common problem in today's ultra-competitive market.
Despite having top of the line products and a killer sales force, prospects will still object to purchasing your products and services.
Don’t fret! It's important to be proud and confident of your offerings to show them what you're made of. Most importantly, stay calm and collected.
Objections are common in all situations, whether it's in a professional or personal situation. Here are 3 examples of how you can overcome objections.
3 Ways to Overcome Objections in Sales
1. Be Prepared
As seasoned sales professionals, hearing objections is a standard part of the course.
Because of this, it's crucial you do your homework ahead of time and be prepared for the tough questions.
For example, role playing scenarios and having full knowledge of what potentials clients’ needs are will help alleviate stress. The best way to respond to objections is to be completely knowledgable of your company's offering. You'll also want to have a general sense of what the prospect does and the industry he or she is working in.
Ultimately, coming prepared enables you to overcome objections.
2. Listening is Key to Overcome Objections
It is imperative to listen to why potential customers are objecting to your offerings.
The fact of the matter is that humans have a natural inclination to object. Our knee jerk reactions are to defend ourselves and our products.
Instead of a defensive impulse, take a deep breath and fully listen to what they have to say before responding. The majority of the time, objections are just questions said as statements.
Just like you listen to words, you should listen to body language. You can tell if a prospect is closed off if they have their arms or legs crossed. Similarly, are they leaning forward, engaged? Or are that slumped back thinking about what they're going to have for lunch?
Remember, you exist to provide a solution to your prospects. In order to get past their objections and deliver that solution, you must listen to what they have to say.
3. Have Common Responses Ready
To ensure the best responses, make sure you have some prepared ahead of time. No, you don't need to read your prospect's mind to have these at hand, just compile a list of common objections and responses! You can do this alone, but we recommend getting your team together to brainstorm the top 10.
Not only does having this list make you more prepared and confident, it helps you guide the conversation. Instead of providing a knee-jerk response to an objection, you will be giving them a thought-out response that helps them discover your value.
Remember, as your solutions evolve it's important to update your list of common objections and responses as well.
Overall, when looking to overcome objections, you must think objectively. Your prospects are bringing up valid points that will help them get closer to being ready to buy from you. Make sure that you're prepared for these objections and that you have listened to what the prospect is actually saying and not just what you think they're saying.
Do you have any other tips for ways to overcome objectives? Please let us know in the comments!