In this sales training webinar, we not only provide tips and a methodology for how to deal with and get around sales objections. Here is a quick summary of what we discussed.
Understand the Prospect
In order to improve your ability to get around sales objections, you can first start by trying to understand the prospect and why they are giving you an objection in the first place. One of the main reasons why a prospect uses an objection is because they are trying to get rid of you.
And one reason why they might try to get rid of you is that they sense that you are a salesperson that is trying to sell something. With that, if you can simply decrease how much you sound like a salesperson that is trying to sell something, you can decrease the number of objections that you have to face, which is one of the best ways to get around objections.
3 Objection Handling Options
You have 3 ways to handle objections that you run into. You can comply, overcome, and deflect. To comply with the objection is to accept it and give in. To overcome this is to try to change the prospect’s mind. And to deflect the objection is to try to bounce off of it in order to keep the conversation going.
Depending on where you are in the sales process can play a role in whether you try to overcome the objection or simply try to deflect it. If you are in the first sales process step where you are talking to a prospect for the first time, your goal is simply to sell the meeting and with that, you do not need to try to overcome objections. With that, early in the sales process, it is better to deflect objections to just keep the conversation going.
To overcome an objection is to change the prospect’s mind and this requires both time and attention from a prospect in order for you to explain your case. With that, you should only try to overcome objections in the meeting sales process step or later. Not only is that setting better for trying to overcome objections, but you also do not want to try to move forward with a prospect that has an objection that is a showstopper that cannot be resolved.
Examples of Objection Responses
In the video attached to this, we outline objection response examples for many of the most common objections. You can copy these and modify them for your particular product or service.
Listen to “SMART Sales System – Module 10: Objections” on Spreaker.