In this video, we will show how to deflect sales objections back to the prospect. This methodology is not only fairly easy to use but also extremely effective at keeping conversations going, which should improve your ability to generate more leads.

 

Overcoming Sales Objections

Before we explain how to deflect sales objections, let’s discuss what most salespeople do. If you follow your natural instincts, when you face an objection, you will typically try to say something that overcomes the objection and tries to change the prospect’s mind. For example, if the prospect tells you they are not interested, your reflexive response is to try to say something that changes the prospect from not interested to interested. For example, saying something like:

Oh, I understand. But did I mention that we also provide a lifetime warranty?

This usually involves saying something about your product or company, which aligns with the product-focused sales approach that we have been discussing in this video series. This has a low probability of success for many reasons:

  1. It makes you look like a salesperson trying to sell something
  2. You don’t have enough time to explain your case
  3. You don’t need to overcome the objection in most situations

 

Deflecting Sales Objections

Another way to go is to deflect sales objections by saying something that allows you to bounce off the objection and keep the conversation going. For example, if the prospect says that they are not interested, you could deflect that objection by asking a question like:
Oh, I understand. Are you guys currently working with an agency today?

This is very effective because, when you deflect with a question like this, the prospect will, in most cases, provide some type of answer. At that point, there are a few different directions you can go:

  1. Ask a follow-up question: You can ask a question that drills into what the prospect responded with in terms of their answer.
  2. Ask a different question: You can ask a completely different question.
  3. Try for the close: You might get a good response back from the prospect in terms of signaling a need or pain point, and you could use that as a justification for closing the prospect.

 

How to Know What Questions to Ask

You might hear this and think it sounds great, but that it will be difficult to always have a good question to ask to deflect sales objections. That can be tricky, but in a previous video in this series, we created a sales message, and that will include a lot of questions that you can use for deflecting objections back to the prospect.

 

Applying to Common Sales Objections

Deflecting sales objections works for the most common objections that come up again and again. Here is a list of common sales objections, and below, we will provide examples of how to deflect each.

What is this in regards to?
Is this a sales call?
I am not interested.
We are already using someone.
We are not making any changes.
We do not have any budget.
I don’t have time for this.
Can you send me your information?
Call me back in X months.

 

What is this in regards to?
Is this a sales call?
We can deflect both of these objections by responding with our value proposition:

Well, the reason for the call is that we help businesses to:

  • Increase the revenue and leads generated through their website
  • Improve the design, traffic, and conversion rates for their website
  • Improve website conversion rates

 

I am not interested.
We are already using someone.
We are not making any changes.
We do not have any budget.
I don’t have time for this.

We can deflect all of these objections back to the prospect by asking a pain question:

I understand. If I could ask you real quick:

  • How important is it to get your website generating more leads and revenue?
  • How do you feel about the look and feel of your website?
  • How important is it to increase website traffic and conversions?

We can also deflect all of these objections by asking a current state question:

I understand. If I could ask you real quick:

  • Are you working with a website design agency?
  • Are you using any type of CMS platform?
  • Do you have internal resources to help with your website?
  • How many websites do you have?
    \When was the last time you updated your website?

 

Can you send me your information?
We can also deflect this sales objection with our pain questions:

I can certainly do that. So that I know what to send you, can I ask you real quick:

  • How important is it to get your website generating more leads and revenue?
  • How do you feel about the look and feel of your website?
  • How important is it to increase website traffic and conversions?

We can also deflect this objection with our current state questions:

I can certainly do that. So that I know what to send you, can I ask you real quick:

  • Are you working with a website design agency?
  • Are you using any type of CMS platform?
  • Do you have internal resources to help with your website?
  • How many websites do you have?
  • When was the last time you updated your website?

Call me back in X months.
We can deflect this sales objection with our pain points by saying:

I can certainly do that. A lot of businesses we work with have challenges with:

  • Need to generate more revenue through the website
  • The website needs to be updated and improved
  • Need to increase website traffic and conversions

Are you concerned about any of those areas?

 

We hope these tips provide some new ideas for how to deflect sales objections and help you to keep conversations going and generate more leads!