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Jun 28, 2021 · Sometimes the best way to handle an objection is before it even happens. Do your homework, lead with listening and know your client's most common objections. In many cases, this...
- What Is Objection Handling?
- Why Is Objection Handling Important?
- What Are The Main Types of Objections?
- 7 Steps to Perfect Objection Handling
- Improve Your Objection Handling Today
Objection handling is how a seller addresses a prospect’s concerns about purchasing a product or service during the sales process, often related to timing, price, or stakeholder buy-in. We commonly think of objections surfacing after the sales pitch, but they can happen as early as a cold call and as late in the process as contract negotiations.
Without objection handling, deal opportunities (and, ultimately, revenue) would disappear at the first mention of a concern or problem. When reps are trained to handle objections successfully, it’s more likely that deals will continue to move through the pipeline and close. It’s also critical for building trust and long-term relationships: “An obje...
While customers may object for many reasons, here are the most common ones: 1. Limited resources: “We don’t have budget for this.” 2. Insufficient buy-in from stakeholders: “I need to check with a decision maker.” 3. Competitor: “Another company has a better solution.” 4. Redundancy: “We already have a solution in place for this.” 5. Bad timing: “T...
The steps below work for all of the common objections. I’ve used them for years, and they always deliver. Start by uncovering key motivations and hurdles for your prospect, then dive deeper with the right questions to uncover their “why.” Pair this with gratitude and empathy to show you’re committed to finding a way forward. When you know their uni...
Successful objection handling is easier said than done. But at the end of the day, it’s about putting the customer first. Take it from Dini Metha, a former chief revenue officer with 15 years of experience: “Be a person before being a salesperson.” In other words, focus on making a genuine connection. That wins out every time.
Sep 6, 2024 · Effective and consistent objection handling will always rely on a structured approach. Here’s a 10-step process to guide you: Active listening is critical. Pay close attention to the customer’s objection without interrupting. Show that you understand their concern by nodding or using affirming phrases. Validate the customer’s feelings.
Oct 1, 2024 · In our beginner-friendly guide, we’ll tell you everything you need to know about how to handle objections, including what they are, how and why they manifest, how to handle them, and 17 of the most common objections reps face.
- Leslie Ye
- "It's too expensive." Price objections are the most common type of objection and are even voiced by prospects who have every intention of buying. Beware — the moment you start focusing on price as a selling point, you reduce yourself to a transactional middleman.
- "There's no money." It could be that your prospect's business simply isn't big enough or generating enough cash right now to afford a product like yours.
- "We don't have any budget left this year." A variation of the "no money" objection, what your prospect's telling you here is that they're having cash flow issues.
- "We need to use that budget somewhere else." Prospects sometimes try to earmark resources for other uses. It's your job to make your product/service a priority that deserves budget allocation now.
Learn a simple objection handling framework you can use to train your salespeople and account executives. Understand the principles of communication underlying the LAER framework. See examples of typical types of objections and how they might be handled. 1. LAER: A simple framework for thinking about objection handling.
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Aug 12, 2024 · How to handle sales objections? 1. Listen to understand, not to respond. 2. Empathize and validate their concerns. 3. Ask clarifying questions. 4. Position your solution as the answer. 5. Follow up with proof. 6. Stay cool and collected. 7. Leverage the power of storytelling. 8. Acknowledge and pivot. 9. Offer a trial or demonstration. 10.
