Sales Objections. They’re part of any sales process. And, how you deal with them can make the difference between you having a banner sales year or falling into a sales slump.
That’s why, Robert and I sat down with Nicole Jansen — a Toronto representative from Sales Partners Worldwide. In BusinessCast episode #86 – Winning the Sales Fight — Nicole gave us some tips that anyone can use when confronted with the most common sales objections.
But, because dealing with sales objections effectively is such an important topic, Robert and I put our heads together, did some research and summarize here some of the most fundamental principles you should use prior to, during and after a sales conversation when confronting objections:
1) Keep in-mind there is no “silver bullet” response to any real customer/prospect objection. Addressing real customer objections takes time, patience and commitment to understanding their priorities.
2) Anticipate objections. That means, prepare for ALL of the major objections and the subtle nuances that come with them. Role play with colleagues, friends and relatives. Don’t try to develop an ‘out of the box’ script. Rather, rehearse tackling each objection from several different angles.
3) The more you learn about the prospect/customer before your sales discussion, the more success you are likely to have dealing with objections. This also shows respect for your customer/prospect and helps to demonstrate that you care about helping them succeed.
4) Recognize that regardless of how well you probe, there are simply some objections that you cannot overcome during a particular conversation. That’s okay. Not everyone is going to be a customer in the short-term.
5) How you deal with sales objections sends a very strong message to your customer/prospect. As a result, always be respectful, enthusiastic, courteous, professional and honest.
6) Don’t take any sales objection personally. Objections are not a reflection of you or your product/service.
7) Apply what you learn through the discussion about the objections in subsequent discussions. That means, make sure that you always leave the door open to carry on the discussion at an other time. That means promise some kind of follow-up deliverable and meet that deadline.
Finally, while there are literally thousands of “how to deal with sales objections” resources available, here are a couple of the most practical: