Overcoming common sales objections: a guide for salespeople
Introduction
As a salesperson, you are bound to face objections from your prospects. These objections can be in the form of questions, concerns, or objections to your proposal. Objections are a natural part of the sales process, and it is essential to know how to handle them effectively. In this article, we will discuss some of the most common sales objections and how you can overcome them to close more deals.
Understanding objections
Before we dive into specific objection handling techniques, it is essential to understand why prospects raise objections. Objections can be categorized into two types: genuine concerns and smokescreens. Genuine concerns are valid objections that need to be addressed before closing the deal. Smokescreens, on the other hand, are excuses that prospects use to avoid making a decision.
It is essential to understand the difference between genuine concerns and smokescreens. If the objection is a genuine concern, you need to address it head-on and provide a solution. If the objection is a smokescreen, you need to dig deeper to identify the real reason behind the objection.
Common sales objections and how to overcome them
1. "It's too expensive."
One of the most common objections that salespeople face is "it's too expensive." This objection can be a smokescreen or a genuine concern. If the objection is a smokescreen, the prospect may be using it as an excuse to avoid making a decision. In this case, you need to dig deeper to identify the real reason behind the objection.
If the objection is a genuine concern, the prospect may not see the value in your product or service. In this case, you need to demonstrate the value of your offering and explain how it can help the prospect achieve their goals. You can also offer a payment plan, a discount, or a bundle deal to sweeten the deal.
2. "I need to think about it."
Another common objection that salespeople face is "I need to think about it." This objection can be a smokescreen or a genuine concern. If the objection is a smokescreen, the prospect may be using it as an excuse to avoid making a decision. In this case, you need to dig deeper to identify the real reason behind the objection.
If the objection is a genuine concern, the prospect may need more time to make a decision. In this case, you can provide them with more information, answer their questions, and follow up with them to address any concerns they may have.
3. "I am happy with my current supplier."
When a prospect says, "I am happy with my current supplier," it can be challenging to overcome this objection. However, it is essential to find out why the prospect is happy with their current supplier and identify any gaps in their current service.
If the prospect is genuinely happy with their current supplier, you can still ask for a meeting to demonstrate the value of your product or service. You can also offer a trial or a pilot program to showcase your offering and give the prospect a chance to evaluate your solution firsthand.
4. "I don't have the authority to make the decision."
Another common objection you may encounter is, "I don't have the authority to make the decision." This objection can be a smokescreen or a genuine concern. If the objection is a smokescreen, the prospect may be using it as an excuse to avoid making a decision. In this case, you need to dig deeper to identify the real decision-maker and get in touch with them.
If the objection is a genuine concern, the prospect may not have the authority to make the decision. In this case, you need to provide them with the information they need to present your solution to the decision-maker. You can also offer a consultation or a demo to help the prospect make a stronger case to the decision-maker.
Conclusion
Overcoming objections is a crucial skill for salespeople. By understanding the difference between genuine concerns and smokescreens, you can identify the real reasons behind objections and address them effectively. By using the techniques outlined in this guide, you can overcome common sales objections and close more deals. Remember, objections are a natural part of the sales process, and with the right mindset and approach, you can turn objections into opportunities.