Sales Objections Happen. How You Respond is Vital.
You may be the best salesperson on the planet, but you’re still going to face objections from time to time. Sales objections are a natural part of the sales process, and being prepared to address them should be a part of your sales strategy.
For most sales objections, though, it’s not just about answering the question/comment being presented. “Why does it cost so much?” “I’m not sure you can do what you’re promising.” “I can’t wait that long…I need it now.” “I’m happy with my current provider.”
There’s much more to it than addressing the prospect’s questions/concerns.
Often times, there’s a deeper rooted issue; so don’t get defensive or start spewing all the features and benefits of your product or service. Instead, ask more questions to dig deeper.
- “What do you mean when you say, ‘Why does it cost so much?’ Are you comparing our price to something else?”
- “What makes you think we can’t live up to our promise?”
- “When you say, ‘I need it now.’ can you tell me more specifically when you need it?
- “I understand you say you’re happy with your current guy; but, if you could change one thing about that relationship, what would it be?”
It’s not just about “overcoming” objections; it’s about understanding where the objection is coming from.
Salesforce recently posted an article called, “How to Effectively Respond to Sales Objections.” It’s a great article and includes a nice infographic to help explain their thoughts on this matter. Below is that infographic: