Description
What are Objections?
When customers demonstrate reasons why they are not going to buy, it is called an objection.
It is a clear indication by a buyer that there is a barrier between the current situation and what needs to be satisfied before he makes the purchase/closes the deal.
What is Objection Handling in the Sales Process?
Objection handling is when a prospect/client expresses a concern about the product/service, and the BD/sales professional responds in a manner that alleviates those concerns, enabling the deal to move forward.
Why is Objection Handling Important?
Remember, an objection is actually an indication that the buyer is engaged, which is better than him being apathetic. Be cognizant of all the money, effort, time and other resources that the organization has invested into attracting customers, prospecting and arranging
the sales process.
Work towards leading as many prospects to the actual sale as possible, and remember, you will often face not one, but many objections.
Objection Handling – Tips, Tricks and Techniques
Prepare
Consider and analyze the objections that your customers typically have, categorize these
objections.
Listen actively
Use active listening to show that you are interested in what your customers are
saying and want to help them.
Thankful
Avoid the natural tendency to treat objections as a bad phenomenon. Thank your client for
the objection as this means that you have been shortlisted.
Agree before you argue
You may need to give some arguments against objections to support the sale. However, to
keep the conversation easy-going, agree with the objection before giving your reasons
against it.
Learn to deny
As a seller, you have every right to deny certain sales objections. If you are certain that your customer’s objections are based on personal assumptions, you can deny them.
Clarify
Some sales objections are very vague, making it difficult to understand the actual objection
you have to handle. Don’t Guess! If you start handling an objection that you are not sure exists, it will hamper the sale.
Proactively Express your Objection
If you are sure of some of the objections that are likely to come up, it is best to proactively
express them by yourself. This technique makes your customers more favorable to your
arguments.
Demonstrate or offer a trail
Demonstrate some features of the product or offer a trial. Post the trial, when customers see that they were mistaken, the concerns are addressed immediately.
Write it down
Some sales objections are very vague, making it difficult to understand the actual objection
you have to handle. If you start handling an objection that you are not sure exists, it will hamper the sale.
Refer to others
Understand that customers tend to trust other customers experience and reviews. This
technique is especially powerful if your customers express a subjective sales objection that is associated with their uncertainty and expectations.
Conditional Close
In some situations, it is appropriate to offer an exchange to your customers. This exchange is as direct as asking them if they will buy the product/service, if you handle their objection.
Step back
If you feel that your customers are objecting and resisting the sale enormously you can pull
back a little and see what happens next. Sometimes, to get less objections you should limit your reaction to them.
Look for Hidden objections
If your prospects/customers don’t express any objections, doesn’t mean that they don’t have
any. You must ask your customers about their objections, while indicating that your
objective is not to sell the product/service, but to satisfy them.
Accept and move on
At some point, despite you having addressed all of the customer’s objections, some clients
continue objecting over and over again. Accept it and move on to other clients. It is not
profitable investing all your time and efforts into dealing with sales objections of a single
customer.
If you are an existing user,please Login to complete your purchase. You will be redirected back here to complete your sign-up afterwards.