The DriveSales™ | How to handle and overcome sales objection!
Sales objection can be a dispute, conflict, or a mismatch of opinions between the buyer and the seller regarding sales. It is a hurdle that arises between sales and purchase. A sales objection is a result of a buyer that a conflict has been created in the minds of the prospect. It may relate to pricing, role, time, and much more.
Here are the recommended tips on handling Sales Objection:
1) Contract Basis — A customer wants no type of contract for his purchase as it feels like a burden to him. The prospect may cite a lack of interest in a long-term contract or they can just drag to the next steps. Communicate with them properly on exactly what they want in terms of both contract terms and price to be paid for your sales manager to try out new things for the customers.
2) Understand the Problem — People are exceedingly difficult to understand as a salesperson you need to decipher their interests. Always, we do not say whatever we mean our words are mistaken or misinterpreted. It is kind of important to paraphrase your prospect’s concerns to demonstrate that you understand, therefore allowing your prospect to correct you. Deciphering issues is a major task, but you need to get through it.
3) Always Respond — You should always respect your prospect’s need and listen to him on exactly what does he wants to convey. It may happen that your customer’s issue may not seem serious to you but the issue for the prospect is a major one. If you are not eligible to solve the issue communicate the problem to higher authorities but never directly say a no to any of the prospects. You should always be polite to your customers.
4) Confirmation — Always reiterate whatever you are trying to say because if your prospect is not readily understanding the terms the objection is still is not resolved. If you are still stuck in that objection you may move on because some prospects do not have an intention to buy, they just come up with new problems to decline the offer. Always ask the customers if their issue is resolved.
5) Acquire Knowledge — Always gain knowledge in your subjects to be discussed because as a salesperson you are unaware and lack the knowledge the next person will either find an opportunity to cancel the deal or he will remain unaware of the problem.
6) Deal with Time issues — If time management or lack of time is an issue for the prospect right now, chances are that it will be an issue later too. To overcome this type of sales objection, you need to make the decision promptly because you need to create more time for them.
At last, we would like to conclude by saying that every salesperson must be prepared for what is coming at you, listen attentively to your potential prospect and demonstrate that you are very concerned about them in a genuine manner. Just listen, take your time to understand the objection, ask further questions about what they feel because it is important for you to know real sales objection.
You should always solve the objection in real-time, never make up this because once you lose the potential prospects you sink the market dynamics. Just customize your objection list to market and you will barely fail.
Now, as an effective SALESPERSON! We can do three things from here.
1. Not ignoring the opportunity and blaming the situation for revenue loss.
2. Taking important notes and going back to revisit your sales strategy with the growth mindset.
3. Reaching out to The DriveSales™ if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like Robert Collier quote, “Success is the sum of small efforts, repeated day in and day out.”