No matter what part of the sales cycle you are in, you will need to know how to handle sales objections.
Most salesman and saleswomen struggle to handle objections but you are not just some ordinary salesperson. You are an Evilsalesman. And one of the ways to become an Evilsaleman is to learn how to handle sales objections.
How To Handle Sales Objections?
Before we begin, make sure you actually have leads that you are selling to. If you don’t have leads, you can generate leads with these 20 unique or creative ways.
Let get on with the list on 10 ways to handle sales objections:
1) Be Confident
The number one thing you need in sales is confidence.
If you are nervous when doing your sales pitch, you are going to get a lot of NOs.
To build confidence, you will need to practice. There is no way around that. Either practice by selling to your leads or do it by role-playing with coworkers, friends, or family.
2) Listen More, Talk Less
Most of the time, an objection is a way someone is telling your their problem.
For example, someone might say “we already ran out of money in our marketing budget.”
But if you listen carefully, what they’re really saying is, “we spend money in the wrong places and we are scared to spend money again and not get the results we want.”
Now, if you are selling marketing services, this is when you can counter back and say why they are spending money in the wrong place and how your marketing program will not be a waste of money.
Most sales people will listen to what the lead or client is saying so that they can respond back. This is wrong!
You need to listen to find out what their real problem is so you can find a solution.
3) Make Them Feel Heard
The person you are selling you has probably heard hundreds of sales pitches before. And most sales pitches and people sound the same.
When someone gives you an objections like, “your product doesn’t work with our company.”
You should repeat back what they just said.
For example, “so you don’t think our product works for your company.”
It may sound a bit silly to do but doing this make the other person feel like they have been heard and you are listening to what they are saying.
4) Ask Questions
Most sales people make the sales pitch all about them.
It’s always me, me, and me.
No one cares about you or how great your product is.
Everyone cares about themselves.
So ask questions like, “so if you were able to do everything you do now but in about 1 hours, how would that help.”
This makes the sales pitch more about solving their problems. In this way, they are more likely to listen to you and also buy your product.
5) Have Proof
Best way to tackle any sales objections is to show proof.
If you have proof then their objections becomes an excuse and it makes it harder for them to say no or to not listen to you.
Offer to send over case studies or testimonials before your sales meeting.
Have analytics or stats printed out so you can use them during your sales pitch.
If you can prove that your produce or service actually works this gives them more of a reason to say yes.
6) Provide Value
Like I said, most sales pitch is all me, me, me.
But if in your sales pitch if you provide value (or teach them something) they are more likely to listen and buy from you.
Instead of making your sale pitch just a plain old boring presentation, why not make it into a workshop?
For example, a few years ago I had a Marketing For Real Estate Agents workshop at my office.
In the workshop, I taught them how to do marketing, everything from website to social media. It showed them that I was knowledgeable about this topic and also gave them value.
Of course some of them will think “I can do this by myself, he showed me everything” and that’s true but in most cases people will want to work with you instead.
Out of the 20 that showed up I was able to get 14 to sign up for my services right then and there. And 2 more people contacted me later in the week to sign up as well.
If you provide value, they will come.
7) Anticipate sales objections
Now, there is no way that you can predict every single sales objections that a client might give you and anticipate it.
But you can learn how to handle the most common ones.
If you start hearing the same thing in every sales pitch that you do, start to anticipate it and learn what to do to avoid it or counter back.
8) Know You Competition
Most of the times when you are selling something, that person already has that exact thing from another company.
This is why it’s very important to know your competition.
If they say “I don’t need this I am already using XZY company.”
You can counter back by pointing out all the things they would get working with you rather than that company.
If you don’t know your competitors, you will not be able to counter back with confidence, which will cause you to lose out on that sale.
9) Solve Problems
Like I have said through out the list, sales is just solving someone problems.
If they don’t have enough pens at the office, you sell them more pens. Problem solved.
If you can solve one of their problems in real time during the sales pitch, you will be an Evilsalesman.
You just gave them value while listening (and fixing) to their problems.
If you can do that then your service or product must be the real deal.
You possible cannot master all of the items on this list before your next sales meeting.
It will take time.
But makes sure to do these things over and over and over again.
If you keep at it, you will master all these things and become and Evilsalesman.