Sales reps are generally averse to receiving objections. When they do, they begin getting sweaty, and their hearts go down the stomach pit, and they wish they’d gotten their graduate degree instead of avoiding sales entirely.
This is the way sales reps respond to objections. But not the top producers. Top producers react to protests differently. For one, since top producers take the time to evaluate their potential candidates in the beginning, they usually come up with numerous objections in the qualification stage. For example, complaints such as, “I’ll have to show this to my partner,” and many others are recognized and addressed.
Additionally, the top producers have spent the time to plan ahead, often months in advance, of writing three or four different responses to any objections they encounter in order that, when they do meet these, they are sure what they need to say to get over them. That is to say; they’re not surprised since they are prepared to handle them.
Thirdly, since top producers are aware of what obstructions or stalls are most likely to be ahead of time and because they have prepared for them with well-written scripts and strategies to get over these obstacles, they are in a position to benefit from their timing “when” to respond to an objection. Contrary to the majority of sales representatives who believe they must take care of an objection at the first moment they receive one (and consequently lose control of the conversation), Top producers know there are three choices to how to deal with an objection. They include:
1.) If it is brought up.
Because top producers are aware of the right words to use and know how they can effectively respond to objections, they are able to make the option of addressing the issue at the time it is raised or delaying it until the future.
The first option could be to respond to the objection in the event that it is raised. This is typically a good option in the event that the prospective customer is refusing an item or service in the initial stages of the sales pitch due to the fact that they’ve not gone through all of the details (features and advantages) that are part of the offer.
The way to tackle this is by using the script, obviously. However, the most important thing is to manage the objection first, then back to the pitch. A good example is when an applicant is hesitant to accept the price in the beginning. This could be as follows:
Perspective: “This is out of our budget, and the cost is simply too high.” (Or any other reason.)
Rep: “You know, it may seem like that right now, but the cost is actually about $2.00 per (lead incident, lead, etc. ) If you think about the situation in that in that way, it’s quite cost-effective, particularly when you realize the amount of work and energy it can save you. Let me show you two items… ”
In this case, the rep reacted to the question, but instead of contacting the prospect to find out how the pitch went down the call, they instead remained in the ring in their hands by continuing with the rise.
2.) Another method of deal with the objection would be to delay it until the end of the discussion.
This is the best option when the person is requesting to listen but is stuck on a particular problem or two. It is essential to acknowledge that you have heard the objection and to promise to deal with it in the final. It’s like this:
The possibility: “This is out of our budget…” (Or any other argument.)
Rep: “I can understand but let’s take this. Before you make a decision about this, let’s discuss all the benefits it can offer you. Then, you’ll be in a better position to determine whether it’s worth it for you. There are even payment options that could help you too.
First, let me explain this to you… ”
What you’re doing is delaying responding to the objection and thus keeping control of the conversation. One of the advantages of this technique is that at the end of your presentation, most of the time, prospects won’t mention the objection in any way! You’ll be surprised by the frequency that this occurs once you start applying this method.
Furthermore, If you know precisely what objection(s) will be at the start of the pitch – or even in the middle – you are able to begin to pitch and build value around the issue region (objection).
Refusing to answer the objection as this can be a great way to make your pitch more effective, make sure you are on top of the conversation as well as prepare for the situation that could be in store at the close.
3.) The 3rd time you have to address any objection… Never! This is true.
A lot of potential clients will try to frighten you with a myriad of questions, stalls, and complaints, which is why it’s best to never respond. Here’s how to do it:
Perspective: “This is out of our budget… ” (Or any other reason.)
Rep: “Some of our clients had similar feelings until they learned of… ” (Now provide a benefit and continue to pitch).
In this way, you’ve accepted the challenge but remain optimistic and are so confident in your idea that you let your enthusiasm guide the conversation – and sometimes the mindset of your potential customer. It’s been said that confidence can sell, and this is the case in many instances. The issue with the majority of sales representatives is that once they are confronted with an objection, they give up.
However, by acknowledging the objection, staying positive, and then going in your pitch and reiterating your pitch, you’ll often overcome any initial misgivings and get more into your presentation. If you’ve tried this before, you’ll usually observe that your prospect switches to a different objection following the time that they raise it up!
The three methods for handling objections can also be used for questions too. One thing to keep in mind is that it’s entirely your decision the right time to stop your flow and handle an objection. The main thing is to remain in control of the conversation.
Utilize the methods and scripts mentioned above during your next week of pitching your sale or product. You’ll be amazed at how easy your sale is and the number of sales you’ll be able to make.