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Learn
how to handle objections during cold calling and
the sales cycle.
OVERCOMING OBJECTIONS -- LEARNING HOW TO
RECOGNIZE AND OVERCOME BASIC OBJECTIONS
Through each
phase of the sales cycle, a salesperson is going
to face objections.
Even with
the first call, the prospective buyer may object
to the interruption of her time, depending on
how busy her day is.
Here are
five basic objections, and ways to overcome
them:
SALES AND COLD CALLING
OBJECTIONS
“No, I’m not interested.”
When you hear this objection, which you
will hear more often than not, the best response is: “Why? Can you tell me
what about our product or service is not interesting to you?” Keep the
customer engaged so that you can learn if the “No” is actually “NO”.
“I am happy with my current provider, thank
you.”
This is the buyer’s polite way of saying “No, I’m not interested.” Your
response; however, should be different: “When you say you are happy with your
current provider, may I ask what they are doing that you really like/makes your
life easier/helps your company save money?” This response will show the customer
that you are interested in helping them solve a problem or meet a need.
“Your products are too costly.”
This objection means that the buyer does not completely understand the value
your products bring to the table. Your response should be: “(CUSTOMER NAME), can
you tell me why you believe my company’s product/services are too costly?” Also:
“If you can please help me understand how you compare your current provider vs.
our provider, maybe I can help you see the value in our products/services that
your current provider is not able to give you.
“Call me in 6 months. Then I’ll be ready to
have this discussion.”
While this seems like a “maybe”, and you may be tempted to reschedule a call in
6 months, think this through again. The best response to this objection is:
“(CUSTOMER NAME), will 6 months make a difference in your ultimate decision? If
not, can you help me understand what elements need to be in place for us to have
this discussion today vs. 6 months from now?” This will again keep the customer
engaged in your sales process, and will force them to continue considering your
products.
“I’ve already spent my budget in this area.”
This objection may be a little more difficult to overcome, but it can be done.
This is because in most cases, the companies you are working with save back
budget for last minute expenses at the end of the year. Ask the prospect
specifically about their budget: “(CUSTOMER NAME), in order to see if I can
potentially help you save money using our products/services, I would love to
learn more about how you allocate your budget. Can you spend a few minutes
helping me understand your budget process and how much of your budget goes to
(this) area?” The more you can learn about their budget, the easier it will be
to overcome this specific objection.
Be Positive!
Overcoming objections can be discouraging. As a successful sales representative,
it is important to realize you will face objections from the time you begin the
sale to the close. Objections mean simply one thing: Your prospect does not know
enough about the value your company brings to the table to help them. The more
you can uncover their needs and help them understand the value of your
products/services, the less objections you will have to face.
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Learn
how to handle objections during cold calling and
the sales cycle.