Overcoming Objections in the Sale: How to do?


Do you know how to overcome objections in sales?

One of the universal truths of the sale is that many lose sales because of the inability to overcome customer objections, even the most common.

Especially when it is not professional sellers but Consultants, Freelancers, craftsmen or businessmen you think that objections are a negative judgment simply because you ignore that the objections, if properly handle, can become an extraordinary opportunity to close a sale.

In all sectors, being more and more demanding customers, learn and master the useful techniques to overcome objections in sales, it has become crucial to its revenue.

Before the specific technical, there are basically only two available options to overcome objections in sales. The first is to anticipate them; the second one is to effectively manage them when they occur.

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Learn to overcome objections in sales is essential and, to succeed, you must not be afraid of those first dismayed when they are revealed.

It can then overcome objections in the sale but before you figure out how to do it you need at least to identify the most common objections to prepare adequately to overcome them.

Many believe that overcome objections in sales is a kind of battle where you have to counter any argument the client while others believe it is only necessary to understand how to manipulate it to make him accept anything. Mistaken!

Who thinks this is becoming one with the customer a kind of one-way conversation trying to fight or dominate the other person’s thoughts. It does not work anymore…

Others facing any objection will depress and leave, in fact, the sales process in customers’ hands, if skilled, will take them where they want: to have a particularly low price and extremely favorable conditions for him. This implies then sell low-profit or even at a loss.

Overcome objections in sales is simply a skill that you must acquire. So let’s see together some of the most common objections:

1. ” Do not have the budget to … the price is high …”

That the price is the most popular objection in selling and most usual reaction from sellers is often to agree to grant immediately a lower price.

There’s only one problem … sometimes, although you are willing to accept to reduce the price, it happens that the sale does not close anyway in your favor.

You must know that when you agree to immediately reduce the price, the potential customer might also start to think that your product / service / solution is not for quality or for other reasons, the best choice you can make.

Alternatively, your speed, could lead customers to think that you have an absolute need to sell and therefore will not stop at your first downward will go over … … will try an even lower threshold.

Still, your speed in lowering the price will be a concession that, with that customer, you will continue to perform well in the future.

In all cases, what customers will never have a high regard for you.

Rather than give in immediately on the price, you have to know how to show the true value of what you’re proposing.

You must be clear that when a potential client says “I do not have available this budget …” , is not necessarily advocating the truth.

In sales, your task is always to find the reasons underlying the decision to purchase the prospect.

This means that, even in the face of an objection on the price, the first thing to do is not accept to discuss the discount but to ask the right questions to understand why the prospect is raising an objection on the price.

Agrees on the value you offer, but did not really that budget? Do you think that what you propose is not worth that price? Or, it is already convinced to buy but try to spend as little as possible?

You understand that for you, to know what is behind that objection can make a substantial difference? You always have to get to the bottom, with the right questions, to understand what is the real reason behind that objection.

If the customer does not perceive the value of what you propose than the price, before you lower it, you can use the stories and case histories of other customers or their testimonies.

Still, you can demonstrate the value of what you propose in terms of Return on Investment through hard data, making understand that its competitors have already benefited.

If true the simultaneous lack of budget, then before you can work on the conditions of the price or the terms of sale rather than on payments.

Still, if what you propose is nice, you can talk to the potential customer to see if it is willing to seek a compromise solution on the proposal, agreeing to give up something to get back in the available budget.

These are just some examples … I could do with it a thousand other more specific to your business or industry but what matters is that you understand the meaning of what I’m telling you to overcome such objections.

You may also like to read another article on Heygom: Customer Management: 6 tips to retain and create a lasting relationship with the customer 

2. “We do not need …”

Let’s get simple. You cannot sell something to a prospect who does not need what you propose.

This is why you have to “qualify” who have faced or who would you contact. Even the key here is in question.

You must ask questions to understand the needs, the needs, requirements or to identify the problems of your potential customer. If there is nothing you can do … avoid wasting time unnecessarily.

Like, that’s it? Are you telling me that you too in my place “walk out on the field”?

Not exactly…

I in your place would do even me to understand the business of your potential customer, its market, who they are and what they do its competitors. In essence, in doing so you need to identify which he is unaware, and if you succeed, this will allow you to immediately change his point of view.

Imagine what could happen if you could provide the “proof” that it is lagging behind on something important than its competitors … you know how you be now in an excellent position to show the value of your proposal.

Believe me, for those who may seem strange, at times customers are not aware of all their possible needs (latent need …).

The hidden needs are the ones that give you the possibility to overcome this objection.

The questions and prepare your ability to ask the right questions about needs, needs, needs and problems, are part of a fundamental skill that you must acquire to learn to overcome objections in sales.

3. “I can not decide alone on … not me to decide …”

For you it is vitally important to talk to those who have decision-making and / or economic power.

Depending on the business or industry in which you operate, you may also be necessary to switch between many intermediate levels before you can get to those who decide.

Basically, it is your specific goal to always questions to figure out who has decision-making and / or economic power.

OK but if I find myself in front of one that puts me this objection I do?

In one who raises this objection, you have to find an ally. To succeed you have to help him and train him to be sure that he is able to “sell” what you propose to decision-makers.

In addition to this, you have to convince him to make you meet the decision makers or as soon as possible, if possible, immediately.

4. We have … We do not intend to change … Why would I …”

The fear of change is a natural factor and very present in several areas.

Besides, if an individual, a professional or manager of a company is satisfied with what he has or services enjoyed why should risk change?

Whether a private, a professional or manager of a business trust or even have a relationship of “friendship” with those who today provides products / services / solutions that should change?

In these cases you have to take action to see if the potential customer is well in-formed about possible problems that surround it, or if the notes are all the opportunities and benefits and / or benefits which would be enjoyed.

You must understand that today it is very important to be able to provide to your potential customer-critical formations. Elements that are actually able to perceive a difference and bring in his eyes like a true authority in your area of responsibility.

When your potential customer will credit this authority, you will be able to kill any competitor, because he’ll want to talk with you alone.

Sharing valuable content, in print, in digital form, through a book, a blog or webinar, the analysis of costs vs. benefits, training, detailed exposition of successful cases in which the adoption of what you propose has generated more revenue or results … are all elements that can raise the level of trust towards you.

The key is: Create confidence. Only trust can break down the fear of change.

More generally, you have to consider that if you want to be a leader of the Sale and always be able to anticipate and overcome objections in sales is necessary that you understand that you have to become to your prospects the one that helps them make decisions based on in-specific and of high value formations.

Think of what I’m doing for you with this blog and in this specific time with this article …

It ‘possible that if you are a consultant, a Freelancer, a craftsman or an Entrepreneur, the day when you decide to take a course on Sale Professional and the Techniques of Sale or to take advantage of a consultant to develop an effective Marketing Strategy you can choose to take into account?

Do you understand what I mean by Authority and Trust?

Create an in-training system of high value also helps to eliminate (anticipate) objections because the answers to them will be part of the in-formations of value you provide.

You may also like to read another article on Heygom: Customer Management: 6 tips to retain and create a lasting relationship with the customer 

5. “I do not know … I have to think … we feel Monday …”

This, of all possible objections, it is the worst because this appears after you’ve created a good rapport, gained confidence, identified problems or needs, formulated a convincing proposal demonstrating the value and discussed the best price … and yet … they ask for more time decide.

This often discourages even the most determined who agree to leave time to reflect … Big mistake! If you leave the field with the classic “The recall ….” Or “we feel …” it is likely that you are one who is losing a lot of sales …

In addition to what you read, you can evaluate, for example, if you think you always be able to generate the right enthusiasm and an appropriate sense of urgency rather than the need to have fast a competitive advantage over competitors … and so on.

Do you understand what I mean?

Also, consider that …

… Adopt a system and a professional sales process, it helps to just avoid being left at the end of a deal in the face of this false objection. False because it always hides another, that is the real objection.

As someone who has participated in our course “Sales Leadership” there are specific sales techniques to deal with problems without any objection.