how to handle sales objections in 5 steps
DESCRIPTION
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-stepsTRANSCRIPT
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HOW TO HANDLE
IN 5 STEPS
Sales Objections
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When it comes to handling sales objections, what your prospect says
is trumped by what goes unsaid.
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So we’ve prepared a list of the most common objections prospects say…
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…and what they actually mean.
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“That sounds expensive.”
Objection #1:
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“I don’t see the ROI.”
Underlying Belief:
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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.
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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.
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“Call me in 6 months.”
Objection #2:
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“Fixing this isn’t urgent.”
Underlying Belief:
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If a buyer hesitates or asks you to call back later, he or she likely doesn’t feel the urgency
to move toward your solution.
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Reroute this objection by asking about current priorities, and using case studies to illustrate the
value of your offering.
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“I’ve never heard of you.”
Objection #3:
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“I’m not sure you can handle it.”
Underlying Belief:
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When you’re just starting out, or are a small fish in a big pond, your prospects may react negatively to
the fact that they haven’t heard of you.
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Show how your product or service has helped a company like theirs – and emphasize the value of
working with a smaller, focused partner.
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“That’s not something we’re looking for.”
Objection #4:
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“I’m not in pain.”
Underlying Belief:
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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.
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It’s your job to ask probing questions to uncover a pain point that needs immediate
attention.
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“It’s not my call.”
Objection #5:
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“I don’t feel comfortable referring you in.”
Underlying Belief:
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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.
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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.
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1. Budget/ROI2. Urgency3. Credibility4. Pain5. Authority
5 Types of Objections:
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Want the full package?
Download The CFS Guide to Handling Objections