The majority of sales professionals believe that objections are a bad thing; but they’re actually not. If a prospective client voices an objection, that’s actually a good sign. It means that they are voicing their concerns and providing you with an opportunity to address their concerns and put them at ease. If a potential client is not interested in your products or ser
vices, they will not take the time to object. To help you handle objections during the course of a sales call or face to face meeting, I have listed some helpful tips.
- Listen – One of the most common reactions made by a sales person is to interrupt a potential client as soon as they begin to object. Rather than interrupting, you should allow them to explain exactly what is troubling them or confusing them about your products or services. If you listen closely to what they are saying, you may be able to pick up some valuable and helpful information on what they are truly looking for.
- Repeat – When you are 100% sure that your client is done speaking, you should think about what was said and then repeat back the primary ideas of what they said. This will demonstrate that you were actively listening and allows them to elaborate or clarify a point that they were trying to make.
- Discuss The Reason Behind The Objection – In some cases, the first objection may not be the primary concern. Perhaps they do not want to admit that they are not financially able to purchase your services or products at the time. It may be easier for them to focus on a different point rather than admit that they may be experiencing financial problems. If you can establish the real reason behind an objection, you may be able to devise a plan that will allow them to benefit from your services.
- Check Back – During your meeting or phone call, it is important that you take a minute to ask if you have addressed their objection to their satisfaction. This can be done simply by asking if what you said makes sense, or if you have answered their concerns. If you did not elaborate enough or provide them with the information they were looking for, this provides them with the chance they may need to ask additional questions.
- Show Gratitude – When a potential client voices an objection, you say “thank you”, because this provides you with the opportunity to further address your pitch. You should also ask them about all of their concerns at this point. This will provide you with valuable information that you can then use to respond in a manner that will address all of their concerns while establishing why your product or service is valuable to their business.
- Be Empathetic – Empathy is an effective way to establish a connection with a potential client. It shows them that you are listening and that you care about what they have to say. After they have voiced their objection, you should empathize in such a way that you are sympathizing with them and their situation. This behavior will likely allow them to speak more openly and be more honest about their objections.
- Show The Value – To convince a potential client that you are worth their time and money, you need to show them the value that your products or services have to offer. You need to show them why your product or service is important and how it can improve their business. If a client can see how your product or service can add value to their business, they may be more likely to change their mind and sign on as a long-term client.
- References – Now that you have addressed the objections of a potential client, you may need to provide them with references from satisfied clients. It could be that they are simply not sure that your services will have a positive effect on their business. If they can see how you have helped others, it can help them see the value in what you are selling. Every time that you show up for a face to face meeting, you should always have a set of references ready to provide to the potential client. You may be pleased to discover that all they needed to change their mind was a positive reference from a satisfied client.