Overcoming objections in sales is a key to being consistently successful. In this video, we outline some tactics and examples.
Focus on How You Differ
One tactic that you can use with overcoming objections in sales is to focus on your differentiation and how you differ from your competition. This is an approach you might consider using when you face the objection of “we already use somebody for that”. Or you could use this when the prospect is leaning more toward selecting your competitor over you.
For example, if your competition has a good product but consulting services will be needed to set it up, you might differ by making yours easier to set up, so your customers don’t need to purchase any professional services.
This is a big point of differentiation for you. As a result, you can try to overcome the sales objection with a response around something like this:
Oh, I see. Yes, they have a good product but it requires a lot of consulting services to get fully configured.
One way that we differ from them is that our system is much easier to implement and it can be set up without any consulting or professional services.
Get to the Root
Another tactic for overcoming sales objections is to identify the root of the objection. For example, if a prospect says that you are too expensive, this objection can be driven by many different things, and it can help you overcome the sales objection if you fully understand the root cause of the objection that they are giving you.
A prospect expresses that you are too expensive, but does that mean that there is a budget that they are trying to stay within? Or do they want to minimize the amount of cash they have to spend at once and need to spread it out over time?
Isolate the Objection
Once you identify the prospect’s exact concern, you want to isolate that concern. This will help you overcome sales objections. As you isolate the objection, you are working to determine whether everything else is OK and whether it is just the one area where they have an open concern.
What this allows you to do is basically check all the other boxes, so you can then focus on overcoming the one concern, so that you establish no reason not to continue moving forward if the objection or concern can be resolved.
Focus on ROI
One of the best ways to excel at overcoming objections in sales is to focus on the return on investment your product offers.
