STOP!… Learn To Close Or Find A New Career.
Every Meeting Is A Sale. Either you sell them on your agenda, or they sell you on not buying from you Totaly. Your Choice. However, objections can serve as an opportunity for sales representatives to clarify any misconceptions about the product to qualify the prospect and complete the sale. Dealing with objections doesn't sound easy, but recognizing common sales objections and knowing the rebuttals or how to overcome them is the key. Here are the common sales objections, its rebuttals, and the best response for each Common Sales Objection and Rebuttals:
Prospect resort to this when they are too busy to listen to you. In this case, they believe what you have to offer may not be relevant to them, and by asking you to call back next time, they are just hoping to cut the conversation short.
The Rebuttals: An experienced salesperson will not fall for this, because by accepting to call next time, you are surrendering the deal. Reassure them, and this is not just a conversation to sell. You want to show them what you do and the value they will benefit from it.
Best Response: Of course, it will be my pleasure. However, I would like to set a convenient few minute calls to clarify what we are doing. When do you think you can spare time for us to chat?
Most prospects tend to say this to do away with the salesman once and for all. However, this type of objection is not always taken with seriousness as it can be a usual response to any salesman.
The Rebuttal: The best thing to do here is to show them your understanding, letting them know you understand how they feel. Then give clients a testimony of someone who was once reluctant to buy but benefited from purchasing the product.
This kind of sales objection calls for the need to explain why your product is unique and better than the competitor. It is now left to a professional salesman to change the prospect's mindset and explain why the value you provide is outstanding.
The Rebuttal: Don't go straight into telling them that the competitor they are working with is terrible or not good enough. It will sound desperate. Try to let them know that you are different and can flawlessly provide additional value to them. You can also present cases of other companies like your prospects' who have worked with your company compared with the competitor.
The Too expensive can be considered one of the best sales objections a salesperson can get because it merely means the prospect intends to buy. In a sales word, price is an objection only when one is interested.
The Rebuttal: This sales objection can be sensitive, and trying to justify the price with immediate aggression make you look desperate. The best action here is to give a clear picture of the value of the solution you create in the process of selling. In other words, linking the price to the deal is a better option than trying to justify the price for it being the selling price.
This type of sales objection also indicates that the prospect has a minimal interest except for his bad experience. Prospect might see the need for an assurance from the salesman.
The Rebuttal: It is a bad idea to be defensive immediately as any average salesman wants to do. Instead, sympathize and apologize for the inconvenience that the prospect has encountered. You can then ask to know what the problem is, and if it is an issue, you are aware of, assuring the opportunity that the problem fixed in the product's latest model will go a long way in convincing the opportunity.
You can as well recommend another brand that won't constitute the issue. However, a seasoned salesperson should make sure to reassure that such problems won't occur again.
For every quartile sale, there may be an objection. A salesman needs to be prepared and understand the common sales objections and its rebuttals. All objection is not always a rejection; it is a request for further information. However, a twice complaint may mean business.
I f you have a project or question that you would like to discuss please do not hesitate to reach out to me.