Imagine living in a world where objections were eliminated from sales. Everyone would be a salesperson.
I mean if everyone is saying yes to you, that means you are making commission off every person you talk to!
Unfortunately that is not the case in today’s world.
In sales, the chances of getting an objection is almost 99%. If you ever land a deal in the 1% of deals that don’t get objections…good for you.
Moral of the story, objections are a part of your sales.
This is why you need to be an expert at being able to handle an objection in your sales game. Once you learn how to handle objections, the way you network and interact with others will improve dramatically: both in your life and your sales game.
If you’re in sales and that doesn’t sound like music to your ears, then I don’t know what does?
Why Objections Are Important in the Sales Process
Objections are a sign of engagement, a request for more info, a chance to build trust, and an opportunity to demonstrate ethics.
Furthermore, objections are pretty much the “key to unlocking the chest” and closing the sale. It is not the time for you to freeze up like a block of ice or pack your bags up like you’re going to Paris.
This is the time where you actively listen. The time where you focus on what your prospect is saying.
Listening to your prospects objections reveals all of the worries, problems, and concerns your prospect has. I mean if you think about it, once your prospect gives you an objection, you should be happy because you just got the reason to why the prospect won’t buy.
Objections happen in sales meetings, on LinkedIn, and in everyday conversation.
The more objections you get the more reasons to why the prospect won’t buy or make a decision. If you get a lot of objections, it is okay, nobody is perfect. Sales is a nonstop game: you learn from your mistakes, you improve on mistakes, and you start winning the game.
What if You Can’t Get Past an Objection?
The usual reaction to an objection is stare into space…keep staring into space…a little more staring into space…and then a terrible response that sounds desperate.
Remember, as a salesperson you need to be the one in the room that is in control. You need to to be playing on offense and going for the touchdown in sales.
The best thing to do if you can’t get past the objection is to portray honesty, be ethical, and demonstrate how the weight of your evidence is in your favor.
Some More Things You Should Do
Close anyways: at this point if you can’t get past the prospects objection, the sale is pretty much dead, so asking for the close one more time just to make sure doesn’t hurt. Like Michael Jordan said “you miss 100% of the shots you don’t take,” so take the shot and ask one more time.
Always be professional: Always leave a good impression. You are in sales, it is your job to talk to people, network, and build relationships. Always be respectful and treat them with so much value they don’t know what to do with you. They will come back to you if they need you (hopefully).
Be grateful for their time: Your prospect is taking time out of their to come talk to you, so show your appreciation.
Learn from the experience: Learn about why the deal din’t go through. Figure out your mistakes and fix them for the next deal.
Build your knowledge base: Grow your understanding as to why the sales did not happen.
I bet you guys are wondering…
When Do Sales Objections Occur?
Just like anyone can get sick, in a sales setting, anyone can get objections.
One thing to remember is that sales objections should not always be handled immediately. There is always some time to handle them during your presentation.
Okay, okay enough of the nonsense. I know a bunch of you are wondering how to handle objections and this is how.
How To Handle Sales Objections
I promise you guys learning how to handle objections is not rocket science. You aren’t calculating any formulas, you are simply learning how to respond to unexpected situations.
Handling objections can be done in three steps. Trust me once you see these simple steps your sales game will change forever.
Restate
The first step of handling an objection is quite simple. All you have to do is restate what the prospect said.
For example:
You could say “Bob I totally understand your concerns. I understand how important the efficiency of [the product] is to you and I want to make sure we fulfill that for you.”
When you restate the objection you need to be understanding and show the prospect that you are on their side in the situation. By restating the objection you put the thought in their head that you understand the problem that they are currently having.
Another reason why you need to restate the objection is to confirm the problem or concern they are currently experiencing. By doing this, it will give you more information as to why they are not interested.
Answer
The next step you need to take when handling objections is answering your prospect. By this I mean, sharing information to the prospect as to why they should still stay interested in the deal.
For example:
You could say “The efficiency of our product with deliver 11x more data and analytics than your currently solution.” Then proceed to go into your presentation and explain how it can increase efficiency…
When you answer the objection you are providing the prospect with more detailed and personal value for their business. Now that you know what their pain point is and you already restated the objection answering the objection should be the next step.
Confirm
The last step in this process is confirming the objection. Once you have answered the objection it it time to ask if you have satisfied all of their concerns. You always have to make sure they are satisfied during the sales call, so this step is extremely crucial.
For example:
You could say “How does this sound to you? Is there any other concerns that I could help you with?”
If they still say no, continue on with the sale and close that damn deal. If they say yes, you need to keep digging and providing value
6 Different Types of Objections
There are 6 different types of objections in sales.
- Time
- Money
- Happy with current supplier
- Psychological
- Stalling
- No Need
- Product
These are the most common sales objections that occur during a sales call. Practice answering all of these sales objections and you will soon get the hang of it.
That’s It!
Moral of the story, there will always be objections in your sales call, so be prepared. Always ask trial closes to make sure your prospect is satisfied throughout the whole process.
Study these 3 steps of how to handle objections and use them in your sales game!
I hope you guys learned something and enjoyed the read! Let me know what you want to learn next. Make sure to subscribe to my newsletter too!
GODSPEED
NL