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You see, just because a potential customer says “No!” – it doesn’t mean that they’re not interested in doing business with you. The real reason could be: “I’m interested, but the timing’s not right.” “We’d love to, but we’re waiting to make a new hire.”
- Handling Objections
- An Effective Method For Objection Handling – Laer: The Bonding Process®
- Why Is Objection Handling Important?
- Types of Sales Objections
- Handling Objections Will Help You Sell Better
- Overcoming Objections Can Become Your Best Sales Skill
Handling objectionsis a natural, frustrating fact of sales life. Carrying out the process involves certain actions and skills that every salesperson should have a grip on. Those include having situational awareness, accruing background information, leading with empathy, and asking thoughtful, open-ended questions.
A proven and effective method for objection handling is Carew International’sLAER: The Bonding Process®. LAER involves four steps — Listen, Acknowledge, Explore, and Respond. When confronted with an objection, the first requirement is to listen to it. This demonstrates to your customer that you are interested in their concern and care about what th...
Nothing is more dangerous to a deal than letting sales objections go unaddressed until the final stages. The longer the buyer holds an opinion, the stronger that opinion usually is — and the harder you'll have to fight to combat it. With this in mind, welcome objections rather than avoiding them. You can proactively find them as well by periodicall...
As I touched on at the beginning of this article, most sales objections stem from some kind of "lack" — and they typically come from a reasonable place. Prospects who raise objections generally point to the fact that they simply can'tbuy right now. But those "lacks" are often misplaced, and if you know what you're doing, you can usually find ways t...
Objections are an inevitable part of sales. Some are legitimate reasons to disqualify the prospect, while others are simply an attempt to brush you off. But as long as you're familiar with common objections and equipped to answer them, you'll be able to distinguish between prospects who have the potential to be good customers and prospects with who...
As a sales professional, you'll hear no a lot more than you hear yes. But that can be where the fun is. Every no is a step toward learning more about your prospect and helping them solve problems with the product or service you're offering. Objection handling helps you learn how to get to the root of your prospects' issues. With a little assist, yo...
- Leslie Ye
- (1)
- Head of Customer Success
- Michał Włodarczyk
- It’s too expensive. The most common problem salespeople encounter is that a product is too expensive. Be sure not to take the cost to the customer deciding on your service as the starting point of your actions.
- I don’t have the money. As a salesperson, you may also encounter a situation where your potential customer’s budget is not aligned with the costs involved in using your services.
- I cannot afford it this month. This is another variant of the objection: I don’t have the money. If your potential client is genuinely interested in using the services you are offering them, try to find out whether their financial problems are temporary and whether they will want to work with you once they are over.
- I need to spend money on something else. It may also be the case that your potential customer wants to spend the money he has on something else. In that case, you need to convince them that it is your services that will provide them with the best solution to a particular problem or meet their expectations to the greatest extent.
- One way to handle this objection is by simply agreeing to the customer by using the false sense of choice.
- Let’s think about this for a while, the previous sales objection was targeted towards a prospective customer that may or may not have been able to understand the product.
- Pivoting is another strategy. You can sell to a prospect that you don’t know anything about.
- Using social proof or citing how their competitors are using your product often helps. The goal is to open them up by: Either using social proof to leverage fomo.
Jun 19, 2024 · A sales objection, broadly speaking, is anything your prospect raises that could slow down or kill a potential deal. Prospects might be concerned about product features, pricing, contract terms, customer proof, or a lack of brand awareness.
Sep 28, 2023 · It’s up to you to let your potential customer know how much better their lives will be when they can get it done and cross it off the list. Below are 6 common sales objections you’ll face when your prospects are dragging their feet.
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Oct 21, 2022 · In this article, we’ll look at the different types of “no,” advise you on what you can do to turn each one into a “yes,” and also show you how to exit a conversation gracefully when there’s no chance of striking a deal and negotiating a contract.
