Handling sales objections is a major sales skill you need to possess as a sales professional. And to help you cultivate this here are 4 tools to overcome objections:
Prepare
We’ve discussed on the different strategies to handle objections, and one thing you might have noticed across all these articles is that you have to be prepared!
For every sales pitch you attempt, you have to include the most common sales objections too. You can research online about it. Or you can network with your peers to predict and prepare the possible sales objections in your pitches.
You can also keep a record of the objections you’ve previously encountered in the past, and prepare those with quality responses to close deals faster.
Listen
Most times, sales professionals get carried away with pitching, instead of actually stopping and listening to the people whom they are pitching to. And that leads to automatic objections or complete refusals.
So stop interrupting and listen. Hear them out and let them share their concerns or issues with your pitch.
When you let them speak, you will be able to continue your conversation more constructively.
Question and Isolate
When you hear any objection, don’t disregard them and continue with your pitch. Sales objections need not be worrisome. These actually mean the prospect is actually listening to you and clearly interested in your pitch.
At a time like this, question and isolate the objection.
Is it about the price you’ve quoted? Is it about time? Or maybe they are not completely convinced about the product or service you’re pitching.
So now all you have to do is response to the objection and give clarity to the client.
Confirm
This tool is often overlooked. Sometimes you can keep talking past the close, instead of confirming the client’s decision. If you keep talking, it can lead to a whole new set of sales objections. So it’s best to stop and confirm their answer.
Use questions to confirm their response and close the deal.
If the client is not budging or things are unclear, ask for the deal directly. Don’t mince words. Ask for the deal, and then stop talking to listen what the client has to say.
Now, over to you..
Include these 4 tools to overcome objections in your sales pitches and close deals faster.
Share your experiences with us in the comments below.
