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Counter Objection

6 common sales objections and how to counter them

by stacy

“No, the cost is prohibitively expensive for us.”

“I’m not certain that your product contains the characteristics we require.”

“Give us some time to think about it, and we might be able to come back to you.

Some of the most typical sales obstacles your sales team may encounter come from potential customers are listed below.

When you’re on the receiving end of one of these remarks, it can seem like a punch in the gut, especially when you consider the amount of effort that goes into developing a new lead. Even veteran salesmen may experience anxiety when they find themselves in these situations because it is difficult to recover from rejection.

A secret that only seasoned sales professionals are aware of: you do not have to concede defeat whenever an objection is raised. Instead, consider this information as valuable information about your potential customer! After all, these types of remarks provide significant insight into the worries and requirements of your consumers, which can be used to better your sales pitch!

Please continue reading for tips and methods that will assist you in honing your skill to overcome sales obstacles like a pro.

6 steps to tackle common customer sales objections

Customers’ concerns can range from the sincerity of the salesman or the quality of the goods to the price or the amount of risk they are willing to take with the purchase. Objection indicates that they are not ready for your goods, but a simple nudging in the right way can help to remedy this situation.

The fact that you have been told “no” can be discouraging when trying to continue a conversation. The key is to not take negative criticism personally. It’s important to step back and analyze how you can persuade the prospect to reconsider their decision without resorting to emotional reasoning.

Consider the case of a buyer who is hesitant to purchase ABC Inc’s SaaS product because of the higher price.

A step-by-step strategy to converting that prospects “no” into a “yes” can be found here:

1. Pay close attention to what is being said.

Don’t react too quickly to situations. When a prospect is discussing their concerns, you should pay close attention and allow them to express themselves completely. This will assist you in determining the underlying source of their condition.

2. Follow-up with a follow-up inquiry

This is one of the most effective methods of determining the logic behind the customer’s actions and their emotional condition. “Can you tell me why you believe the pricing is too high?” If they answer patiently and express some reasonable worries, you can go to the following step. Asking “why” inquiries is an excellent method to demonstrate a genuine interest in helping them solve their business challenge while also keeping the conversation going.

3. Use closed-ended questions to get people thinking.

If you want prospects to concentrate on the genuine benefits of a SaaS product, you should ask them closed-ended questions like as: “So you’re saying you’re concerned about ROI. “Are you considering the implications for your entire costs?” Client pain issues can be revealed more fully by asking questions that have only “yes” or “no” answers rather than questions that require the customer to think too much about their response.

4. Evaluate the risks and advantages.

Based on the facts you’ve collected from their objections thus far, provide an updated features, advantages, and benefits (FAB) statement that incorporates any evidence or information that is lacking from the original. Taking the time to address each of the buyer’s concerns will assist them in making an informed selection.

To address the prospect’s concerns about product affordability, you could say something like: “We’re offering a customized solution that will help you better meet your customers’ needs, improve staff productivity, and eliminate downtime, all of which will have a significant impact on your bottom line.”

5. Obtain their agreement by asking pointed questions.

“Do you believe that this customized solution will assist you in increasing your worker productivity?” ask the prospect. “Do you think that will be beneficial to your company?” If your modified pitch has been persuasive thus far, a closed-ended inquiry will assist you in closing the transaction.

Assuming they are still not convinced but are willing to continue talking with you, schedule a time to continue the conversation and unearth additional underlying issues.

6. Sign the sales contract as soon as possible.

Convert the prospect’s informal assent into a formal agreement to make the transaction legally and contractually enforceable. Having successfully conquered their sales objection obstacle, you can now move on to your next step.

The use of an eSignature technology such as SignEasy can help to expedite the contract workflow. Sales contract templates may be customized, signed, and sent to the client for signature in minutes, from any location, and at any time using our platform. This touchless paperwork solution also sends out automatic reminders to the prospect to sign the contract, which they can ignore.

The best way to decrease the likelihood of encountering sales objections

It is usual for sellers to encounter objections and queries from prospective purchasers during the selling process.

The truth is that dealing with objections is both an art and a science. A great deal of cautious planning, as well as the development of soft skills, is what stands between gaining a new customer and losing a potential lead.

Finally, to bridge the gap between what the prospect is seeking and what your company has to offer, you must accomplish the following:

1. Deal with sales objections as soon as they arise.

Before your prospect has an opportunity to express their worries, consider how you may reduce the likelihood of future objections. The sooner you handle your buyer’s perceived risk, the more likely it is that they will reconsider their decision.

Online feedback forums (whether third-party or your own), chats with customer service representatives, social media platforms, and other sources can all be used to identify common objections or hesitations.

They are as follows:

  • a requirement that was not met
  • There is no sense of urgency.
  • There is no faith in the salesperson or the company.
  • There is no budget.
  • Inability to decide due to a lack of authority
  • Due to a lack of time
  • Accepting a current solution and remaining satisfied with it
  • Due to the product’s inferior quality to competitors

2. Inquire about prospects’ problems in a proactive manner.

Are there any other business difficulties that your product or service can help with? By recognizing the broad range of problems that your customers are experiencing, you will have more opportunities to pitch your product’s unique selling proposition (USP) as a solution.

3. Demonstrate empathy

It may be one of the most underappreciated abilities, but empathy may be extremely useful when attempting to determine the emotional state of a client who is raising a complaint. When a buyer shows genuine interest in a problem, the salesperson is more likely to be liked by the buyer, which can be extremely helpful in overcoming obstacles.

Lastly, keep in mind that if these strategies fail to produce results, you must be prepared to step back, reevaluate your options, and revise your offering strategy accordingly.

Conclusion

Avoiding and overcoming objections is the most effective strategy to increase conversions and revenue, as well as to build a stronger relationship with your consumers. All you need is a reframing strategy and the correct productivity-boosting technology to put client difficulties into perspective – and one of the simplest ways to remove friction from the route to purchase is to use a virtual reality headset.

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