Follow this 5 step process to handle sales objections!!
STEP 1 – Listen! Listen! Listen! Without interrupting what exactly the customer is trying to convey. Remember that any kind of objection is a clear indication or buying signal. Sales objections can be many and you should be prepared for each and every objections. At times the objection can be generic and it’s your responsibility to investigate & probe the exact nature of the objection. Generally the most objections are related to price, trust, current vendors, after sales service, let me think, let me talk with the other decision makers, etc.
STEP 2 – Agree and use a softening statement before you answer. For example: : ‘’I completely agree and understand your viewpoint. Most of our customers say or raise the same objections before they see the value in our product’’ When you use statements like these, you let the customer know of empathy and emotional understanding and that helps you create trust and likeability and forge deep and strong relationships before your sell value camouflaged as your product.
STEP 3 – Guide & lead the customer without being pushy. Your job as a salesperson is to facilitate and help them decide it themselves for example customer says ‘’Your price is too expensive’’. Here is how you deal with this objection
You: I understand your concerns Mr Prospect. If you allow me, can I you a simple question ‘’ Are you not interested in my product or are you interested but not sure. Let the customer speak and speak longer. If they say not interested…just leave them alone and if they say interested but unsure they be honest and ask them what exactly bothering them – price, trust or something else. Get the specific problem and be ready to provide specific solution
STEP 4 – Confirm your answers. Once you have replied to each objection, make sure that you repeat it and get all okay from your customer. Use sentences like these: Did I answer your question satisfactorily or Are you comfortable with the solution I have proposed ? These confirmation question will eliminate any gaps between what the customer wants and what you offer and your terms and conditions. It’s very important to insulate any problems which may arise in future and by that time you must have lost your time, energy and resources
STEP 5 – Ask for the deal once you have gone through the sales process and effectively answered all bothering questions from your customer.Sales needs courage which many sales people lack they are afraid to hear no but little do they realise that if they don’t ask, the answer is always going to be NO. Ask for what you truly deserve and believe and why the hesitation when you are solving a particular problem for your customer in exchange of money. Even if you feel fear do not show it in your external behaviour. Feel the fear and do it anyway. Boldness has power and that power is you my dear sales champion