Management of sales objections
As we have said, an objection is an act that prevents us from closing a sale. Therefore, we must overcome all objections so that they become a definitive yes.
As a company we can carry out different actions to overcome these “no” that our client gives us as a response and transform them into a closing of sales. In this article we want to explain some tricks to help you overcome the sales objections.
Tricks to overcome sales objections
We must be prepared to respond to sales objections from customers. It is not logical that we always have the same sales objections and we do not know how to answer or solve them. What can you do? Then follow these tricks that will prepare you to overcome all the sales objections that are raised.
Note each and every objection your client makes to you
If you are just starting your business, ask yourself (and be honest) what objections your client might raise and how you would resolve them. It is important to actively listen to your customers.
To avoid being caught by surprise, write down all the objections your clients raise. This will help you to beat them thanks to the shooting time. If you are already aware of an objection, it will not surprise you. This way you will be able to prepare the way to solve it. A tool from Sales Activity such as uSell CRM will provide us with all the information we need in this regard.
Improve or modify (act accordingly)
Depending on the objections, you can reconsider improving or modifying something in your product. If one of the objections has to do with a specific characteristic and the same objection is repeated in all your sales processes. And if in addition this objection is always the one that prevents closing the sale it is time to make some change or improvement in your product.
Offer warranties or even a free trial
Provide guarantees so that your client has just made up his mind. Depending on the type of product you market, you can offer your client a test that will serve as bait and help them make their final decision.
Many of the objections are: I don’t decide, I have to talk to my partner, I have to consult him…
We must make sure we talk to the right person. The person with decision-making power and also, if there is more than one, my recommendation is to hold a joint meeting to dispel all doubts and objections once and for all.
It is one of the most frequent sales objections. My advice is to know exactly which customer needs will be covered by our product. This will bring you profit and savings. It must be clear for the customer to be able to see what they can get. Adding value to the product, generating trust, differentiating yourself from the competition,… If all this doesn’t work: negotiate (extra guarantee, some discount,…).
Doesn’t need the product or some feature not fit
It may also be that a customer does not fit the product or one of its characteristics. We must personalize the presentation by exposing the product taking into account the customer’s needs. We will personalize the exhibition adapting the presentation of our product to the interlocutor.