Objections are a part of the sales life. It is difficult to handle, and many sales professionals fear this situation. But don’t fret – objections are actually good for you. Customer objections communicate valuable information about their concerns, needs, and fears. So try to decipher the real issue to handle such objections.
But let’s discuss the different types of objections first..
Types of Sales Objections
This is the most common objection you can come across while you are selling your service or product.
Most people will promptly respond “Price” or some may say “Budget”.
According to Pritha, price is actually a disguised objection.
Your customers will find your offer expensive only when any of the three things happen:
- They could not find the value that they were expecting from your product/service
- You could not offer anything more or better than your competitor who already offers the same at a lower rate.
- They do not have and you could not create, an urgency to buy this service or product.
So next time when you hear that you are “Expensive”, try to solve the actual query rather than getting into a bargain or dishing out discounts or freebies to allure the customer.
Quality of Service
This is a serious objection. It means the prospect is concerned about the quality of your services or products.
Will your service/product be able to solve the client issues?
What about onboarding? Will you be able to train your client and their team on how to use your product/service most effectively?
And will you be able to provide future support to them?
When you hear such objections, remember that the customer simply needs reassurance. Educate your customer to deal with such objections.
Have you ever jumped straight into making deals with your customer, without taking up the time and effort to build good rapport with them?
Maybe because you have sales targets to achieve.
Or maybe you don’t believe in building relationships with prospects and clients. You are more concerned with your work.
Whatever the case, building rapport with your client is an important factor in closing deals. Unless you can invoke trust for you within the client, that deal is never going to happen!
The customer does not know you. They do not trust you. So why will they ever buy from you?
Think about it.
Sometimes customers prefer to stall their decision because they are not ready to make a change. This is actually a good sign that the conversation is moving forward.
All you need to do now is to convince them the value of what you’re offering, and you’re good.
Now, over to you..
We have talked about sales objections and its different types in this post. Next, we will discuss how to handle sales objections that it’s faster to close deals and move on to the next prospect.
Drop us an email to speak to Pritha on how to handle sales objections effectively.