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Objections might be the most challenging part of sales; however, the sales department is often the core of any business. Receive great sales tips and learn how to deal with objections so you can enjoy your job on a different level. We will give you the best tips and tricks to get you on top of your game.
Always prioritize the person who is most ready to buy your product. This might be a big question mark for some of you, but there's technology out there that will tell you exactly this. You can receive first-party sales tips like email openings, content views, and more. Or you can receive third-party sales alerts from a company viewing you through review platforms like G2.
I'm sure you have heard it so many times over and over again, but here we go repeating it. You need to genuinely want to help the person you are on the line with. Helping someone in business means lowering their cost, giving them a great return on their investment, or giving them impeccable service and value.
If you want to sell more, stop selling, stop being a salesperson, and start being helpful. Your relationship will the prospect will be stronger and build more quickly. How much better will you feel about your job if you bring value to the table?
Having that in mind, it becomes easier to deal with objections, but let's see how you can improve your sales by dealing with obstacles before you let the objections happen.
Obstacles are all the points a client might object to later in the conversation. The difference is that you will tackle them before you can receive the objection in the first place. Obstacles are discussed during a needs-assessment or discovery call. Before you pitch them anything, you must fully understand their position on your product or service.
You can ask them any type of question. Here are some examples:
Once you have questioned them it is important to act upon all the answers you have received. Make sure it is clear to the prospect that they will get everything they have just said and more.
You need to ensure you have covered 60-70% of the common objections prospects have, and then you can discuss the price of your product or services.
"I need to think about it"
A: I understand; however, if I'm not sure about something, it's usually because the price is off, the product isn't a fit, or my company isn't meeting your expectations. Would either of these three reasons be the cause of your doubting?
"I was just looking at the product"
A: Great, was there anything, in particular, you were interested in? What exactly are you looking for?
"The price is just too high"
A: So, if you don't mind me asking, what are you currently paying your vendor?
Out of curiosity, do you have any other providers at the moment? How is that working out?
I understand. Is this because the quantity is too high, or is the price per piece? (adjust quantity if possible)
I understand. Is it the initial investment that is too much? You mentioned you were willing to invest X. I was simply trying to get the most out of the price you gave me.
When somebody asks you, "How much is it" you need to answer confidently. "That's the best part!" This will give the client the sensation that they are buying value for their needs. Only your confidence in the product or service will give them a feeling of trust.
So to wrap up, if you don't believe in the product you are selling and cannot be confident about the pricing and the value you are offering. Then there is no need for you to stay in that position as you'll never succeed in it anyway. See the value, know the positive outcome, keep your confidence and help the people you sell it to.