The DriveSales™ | How to overcome sales objections and win prospects!
In this world of hard nail competition, facing rejections is common. Overcoming sales objections specifically is quite a tough job to do. But what sets you apart is the way you deal with it. Do you give up? Do you get frustrated and blame the situations? Do you learn and try again?
If your answer to the third question is yes, congratulations, you are on the right path!
Here we have some key steps listed below to help you overcome sales objections and win prospects.
1) Be a good listener — Do not overlook your prospect’s problems just to sell your product. Listen to their problems, understand their needs, and then speak about how your product can solve those problems.
2) Support your prospect — You must agree with their problems and be empathetic to them. This does not mean that you have to go against your product or support your competitor; all you need to do is agree with them and then explain to them how your product can be a solution.
3) Ask broad questions — Do not ask simple ‘yes’ or ‘no’ questions. Asking broad questions would help you overcome objections. When your prospect starts stepping back, engaging them diplomatically would help you in continuing the conversation.
4) Give similar examples — Show your prospect cases of other existing clients who had similar problems and how your product changed their life. This will help you build trust and overcome their objections.
5) Predict the sales objections — Try to anticipate your prospect’s objections and prepare answers for the same in advance. This will help you deal with the expected objections and answer them without any hesitation.
6) Know your competitors — Research well about your competitors to know what benefits are they offering and what their weaknesses are. Try to use their weaknesses to your advantage.
7) Fix up a certain date & time — When your prospects say that they will get back to you, tell them to fix up a specific date and time when you can follow up. This is the best way you can overcome such objections.
Now, as an effective SALESPERSON! We can do three things from here.
1) 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 us if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your growth mindset. It is something like a W.Clement Stone’s quote, “Sales are contingent upon the attitude of the salesman-not the attitude of the prospect.”