Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
7. When a prospect brings up budget as an
objection, the underlying story is about the
value or ROI
they expect to receive from your
product/service.
8. Almost anyone will be able to find the budget
for something they truly value—it’s your
job to position your product or service in the
“can’t do without” category.
19. If a buyer suggests they don’t need your solution,
the underlying belief is that they aren’t in pain—
that is, they think the status quo is good
enough.
20. It’s your job to ask probing questions to
uncover a pain point that needs immediate
attention.
23. If your prospect pushes back by saying they’re not
authorized to make purchasing decisions, you
might be hearing a statement of fact, rather than
an objection.
24. Your goal in this case is not to dispel an underlying
belief, but rather to instill confidence in your
prospect to introduce you up into the organization.