Sales meetings are full of objections. At least they should be. It’s a good sign that buyers are actually listening when they throw out objections. If they have no objections, watch out. They may be sitting there, but they have mentally left the
Buyers who buy are involved in the buying process. This means they bring up objections as a way to clarify whether your product or service is worth their time, energy, and resources. This is a good sign, since without objections, your sale can’t move forward. Objections can be useful to clear up any misconceptions. So embrace objections. They mean your prospect is getting hooked and it’s time to start reeling the sale in.
- “The No-Go”
We’ve all been there. We’ve put serious time in. Nothing’s more frustrating than your prospect saying, “Never mind; we’re fine where we are.” Ask why she’s okay with their current status. Prepare by looking at competitors who’ve implemented the kind of solution you’re proposing. List benefits they’ve realized. Then push ahead.
- The “Better Deal”
Don’t you hate this? Suddenly your prospect will announce he can’t approve the deal as is. He says he’s giving up because the price is too high or other terms aren’t good enough. That’s a total bluff. Don’t reduce your price! Clarify by asking, “_____________ (your product/service) is still a priority for your company, right?” Once they say yes—and I’m betting they will—you can turn the conversation to how you can work together to make the sale viable. Is it a matter of timing? Can you:
- Accommodate them with quicker delivery or a discount on shipping if they order by a certain date?
- Mention flexible payment terms where payment isn’t due until next year’s budget—as long as they order now.
- The Approval Gag
Get ahead of this objection by asking ahead of time whether the decision makers will be available for—or during—the meeting. Prospects may say they have the authority to say yes. If they hedge, come up with a plan that allows your meeting to progress while the decision makers are on hand. If your prospect can actually approve the sale, find out why she’s hesitating. Then then give solid reasons why what you’re selling will make that company more competitive and more profitable.
Objections are good signs. You can overcome these objections and move your prospect toward a sale by knowing the company’s competition, having flexible options, and making sure the people who can approve the sale are in the loop.
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