5 Tips For Handling Any Sales Objection

It’s extremely hard to please everybody.

It was my birthday last week (yay me!) and I like to have minimal fuss made about it to be honest. Although, I do like to go for a meal and a couple of drinks with a few friends.

That’s rather standard, right?

Like anything though making a plan for an eclectic group of people that pleases everybody isn’t easy. Sure, one could argue that it was my day, my celebration, and no-one would have a problem with the plans because it was about me.

I like that, in theory.

However, I like to do things with others in mind. So when I choose a restaurant and bar I think about what everybody else would like.

That is extremely difficult to do.

It’s the same in business. It is hard to please everybody. Especially those you are looking to become paying advocates of your products or services.

In the industry we refer to retorts as objections. This is when the prospect puts forth reasons that they are unable to take any next steps with you and effectively bid you farewell.

You have probably heard of this.

What you may not be aware of is that, in fact, people do not like being sold to (or think that they are being sold to) and find it as natural to pose objections as you do to reach out to them in the first place.

It’s a real case of cat and mouse.

That’s why there are standard objections. These are objections that you are likely to hear in any field and are related to budget, time, existing commitment and no interest.

As such, many sales leaders encourage people, like you, to adopt a ‘numbers’ approach. They say that for every nth person you speak with you will get a ‘yes’ as opposed to a no.

Here’s what you need to know:

  1. If you are in a sales conversation and have got to the stage where the prospect puts up objections you are doing well (better than a lot of people) and have started to earn their trust.
  2. This is why it’s a called a sales conversation and not a sales pitch.
  3. An objection is often a statement disguised as a question. (Tweet this here)

With this in mind, you are in your right to handle the objections posed to you and you can adopt these tips for handling any sales objection.

  • Remember where you are in your sales process. Typically objections are a way of saying ‘i’m not going to buy now’, which is great because you are unlikely to be selling right now. Keep your objective in mind and work towards that. You can given them peace of mind by saying “At this stage all I’m looking to do is…”
  • Reiterate their objection to show understanding. Oftentimes objections are not well thought out. (Remember, it’s part of a buyers process.) If you repeat back their statement they can either a) answer your question for you or b) validate the reasons behind the objection for you or c) dismiss it.  Start by say “If I understand you correctly, you are saying…”
  • Ask a probing question. Remember you have earned the right to continue the conversation by this stage. You have earned the right to ask a couple of questions to make sure you are giving them all the information they need to make an informed decision at this stage.
  • Reinforce their objection. People don’t like to feel alone. If you can illustrate that their objection is common and valid they will feel more inclined to listen to your offering for how you will overcome their issue.
  • Use real examples. As much as people don’t like to feel alone, they like to be associated with ‘like-minded’ people in a similar situation. You can say something along the lines of “It’s funny you say that. I was speaking with xyz and they said exactly the same thing. Now they are a client and have seen xyz results”.

Attempting to encourage a person/business to part with their money to buy your stuff isn’t easy. It can be made easier if you don’t over think the process and worry about handling objections.

Remember, it’s all a simple conversation about helping a person use your stuff that can help them see a big result.

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Comments?

Tell us, what are some of the objections you mostly hear? How do you think these tips will help you?

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