The biggest barrier to getting business is overcoming objections.
Perception is, if there were no objections, everyone would be readily on board.
Objections are a fact of life in sales.
So there is always a lot of heat around the topic of Handling Objections.
Let’s start by clearing up some thinking that will help ‘normalise’ objections.
- You want to be super comfortable with client objections
- More than simply ‘overcome’ objections – we want to truly understand their origins – whether they are valid or based on false beliefs
- Dismiss seeing objections as threatening or frustrating – we want to embrace them, be grateful the client is revealing their roadblock, empathise and get them to share their thoughts.
View this honesty as an opportunity to build trust.
What you can do before a meeting
Mindset
- Ensure everyone in your team is ‘sold’ on your solution
- See the value of your solution (confident of the outcomes)
- See the value of the investment (sold on the price)
- Recognise your own worth and value in the exchange (what do you bring to the party, care factor, expertise…)
- Discuss success stories daily so everyone comprehends the value and worth
- Know the features and benefits thoroughly (I realise this is basic, but is so often underestimatd and overlooked) plus meticulously understand all the POD (points of difference) of the competitors (so if a client mentions they prefer Company X’s solution you’ll know what that solution is as well as how it correlates with their needs)
- Review the common objections encountered and why they come up: preparing what you can do to educate clients in advance, and practice verbalising the answers to these objections.
Practice will help you sound confident, and avoid becoming defensive using words like ‘however’ or ‘but we can…’
Preparation
- CRM: look for any possible historical mentions of objections in the CRM notes, so you are prepared.
Consider emailing and educating your client early on your solution that subtly addresses some potential areas of concern - Due diligence – establish credibility and enlighten that client upfront, for them to be ‘pre-sold’ (Li posts, email)
- Call up other decision influencers to find out and address any potential roadblocks or areas needing clarity ahead of time
What you can do during the meeting
- Practice all the different variables, this allows you to be confident and have certainty
- Intend to understand, ask questions, be curious, be investigative
- Eyes open, stop talking, listen to understand (not listen to talk)
- Be comfortable with the client having roadblocks, listen more, ask more – explore
- Embrace all objections as a call for more information/education, and make it super easy for a client to be honest
- Do not take objections personally – they will sense you’re emotionally invested and will close off with ‘I’ll be in touch’. (They won’t).
After the meeting
- Send compelling follow-up emails covering all points raised
- Keep close to them– create value-add touch points – keep everything relevant – Call up
If you want to know more, we regularly host Handling Objections Masterclasses.
Join us on the Sales Accelerator program where we delve into why and how a client buys, how to set yourself up as a Trusted Advisor plus 7 other topics – all designed to help you be a high-flying, effective sales professional.
Read: Who should be selling? Product specialist or salesperson? >>>
Read: Pulling the sale towards you >>>
Read: Leaders that use extended DISC have the upper hand >>>
Read: Good ole fashioned service >>>
Read: Follow Up >>>
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Piece written by Charmaine Keegan, author of over 20 eBooks, is a sought-after guest speaker, panellist, and keynote. She is a Certified Trainer Extended Disc System, of Situational Leadership, of NLP (how we operate), Hypnotherapy (unconscious communication) and Timeline Therapy (recognising your beliefs about sales and money – and recognising that of your customer). She has studied the psychology of human behaviour and is considered an absolute authority and true expert on sales techniques.
She has ‘walked the walk‘ so her content, programs and keynotes are highly practical and focused on results.
Smarter Selling is sales and mindset coaching for high-performing leaders and teams
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