Let’s face it—most sales reps have dealt with their fair share of objections. From flimsy excuses to blatant refusals, it’s common to encounter a variety of stumbling blocks during the sales process. But learning to overcome these objections is a crucial skill for sales success.
Overcoming objections takes patience, listening skills, and practice. Since every sales prospect is unique, it’s important to have a variety of strategies to use when faced with an objection.
Wondering how to overcome objections in sales and start closing more deals? Here’s everything you need to know about navigating objections during sales calls.
What is an Objection?
The term “objection” refers to any concerns a prospect raises explaining why they can’t commit to a product. Objections are proffered as a barrier that prevents prospects from making a purchase. Often, objections are framed as large-scale factors (e.g., “I don’t have the budget”) or unavoidable structural issues (e.g., “we already have another supplier”). While these excuses might feel inarguable, with the right strategies you can work around objections and convince prospects to invest in your product or service.
Four Strategies to Use when Handling Objections
Effective sales reps handle objections in a variety of ways. Here are four foolproof strategies to use on your next sales call:
- Do The Research: A well-informed rep has the confidence to handle sales objections while taking into account details about the client’s business model and company history. By conducting research on a prospect’s company, goals, and mission before making a sales call, it’s easier to demonstrate how a product offers specific benefits to their business.
- Listen: Enter each sales call ready to engage and listen to your prospect. Often, reps are so excited to pitch their product that they forget to give their prospect time to voice concerns or ask questions. Create a space where your prospect feels heard and note potential roadblocks while you listen.
- Ask Questions: Effective sales calls engage the prospect throughout the interaction. Use open-ended questions to learn more about your prospect, while guiding them through the conversation. Open-ended questions are a great opportunity to gently challenge a prospect’s pre-conceived opinions about your product or service.
- Use Your Social Skills: Pay attention to the emotional atmosphere during the interaction. If a prospect seems enthusiastic or curious but has a few objections, it may be worth your time to continue the conversation and work through the sticking points. On the other hand, if a prospect seems decidedly uninterested, don’t waste your time trying to convince them to make a purchase.
Common Objections and How to Respond
While some clients may bring up a new concern, most reps hear the same excuses over and over again. Here are some of the most common objections and how to respond.
Objection 1: “This is not a good time”
Response: While it’s difficult to argue with the demands of a prospect’s busy schedule, you can still test the waters to see if a follow-up call may prove fruitful. Start by confirming that you’re speaking to a decision maker, and ask when would be a convenient time to call. Try gently pushing back and asking if there’s anything preventing them from committing at the moment.
Objection 2: “Your product is too expensive”
Response: Most of the time, a prospect’s perceived price point doesn’t align with reality. One of the best ways to handle this objection is to present facts about the product to contextualize the price. Compare your product’s price your competitors’, and explain how yours reflects the value your product has to offer. If applicable, offer prospects the option to use a discount or promo on their first purchase.
Objection 3: “I’m already using another service”
Response: You can’t win ‘em all. Sometimes, a prospect has already discovered a supplier before you reach them. In these cases, it’s best not to argue too much. Start by asking if the prospect is satisfied with their service. If not, you may have a small opening for a sale. Otherwise, mark your calendar for a date shortly before the prospect is set to renew their contract with the competing company, and do a follow-up phone call. Who knows, they may be ready to switch to a new provider!
Partner with a Sales Development Company
At LeadJen, we offer sales development services tailored to fit your company’s needs. From lead generation, to qualifying prospective leads, to conducting cold calls, our team of sales reps are ready to help your company thrive. Interested in getting started? Contact us today.