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Jun 28, 2021 · 3. Handle It Before It Happens. 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.
- “You're too expensive.” This objection comes first because it’s a very important one. When a prospect brings up budget as an objection, the underlying story is about the value or return on investment (ROI) they expect to receive from your solution.
- “This isn't a priority right now.” The truth is this: if a prospect tells you to call back another time, he or she doesn't see the value in your solution.
- “I've never heard of you.” Believe it or not, not everyone knows who you are or what your company does. So, without the credibility that comes with a big household name, how do you prove yourself?
- “I don't think we need this.” If a buyer suggests they don’t need your solution, the underlying belief is that they aren’t in pain. In other words, they think the status quo is good enough.
May 30, 2019 · 3. Be The First To Bring Up The Objections. The best way to handle objections is to anticipate and preempt them. Early in the sales process, a rep must probe the customer to understand the ...
- Expert Panel
- Be Actually Prepared to Handle The Objections
- Treat Every Objection as An Opportunity to Learn from
- Present Your Offer Differently
- Use Testimonials as A Joker
- Go The Extra Mile Whenever Needed
As already mentioned, you’re likely to face customer objections anyway—so try to get ready for them in advance. Many sales agents face similar objections:regarding price, the product not being a good fit for some reason, lack of interest, being too busy, or not being “authorised” to make the decision. Instead of acting surprised when you hear that ...
Every objection can teach you a valuable lesson—be it about your offer, the way how you present it, or the needs of your target audience, just to name a few.If you draw conclusions from every conversation with a hesitant prospect or customer, you’re not only likely to handle objections better in the future, but also improve your offer in the long r...
Sometimes it’s not the offer itself that will not interest the prospect—it’s the way of presenting it. The key is to make it sound as appealing as possible(yet again, you might need some insights on your interlocutor to be able to do it properly). The ways you communicate your offer might vary depending on who you are talking to, but it’s a good id...
Most likely, you already have some satisfied customers. Why not make good use of that? It usually works as a solid “social proof”, sincelearning more about other clients and even similar use cases can give your prospect a feeling of security. As a matter of fact: showing off your customers’ recommendations has at least a few benefits, and the abili...
Convincing the customers that didn’t have such a great experience with your company before might be the hardest objection to handle. It’s not impossible, though. The most valuable piece of advice, in this case, is simply to “act human”. It helps to admit that you made a mistake, and you’re willing to go the extra mile to gain the customer’s trust b...
Sep 6, 2024 · Product objections: Doubts about the features, functionality, or suitability of the product. Need objections: Questions about whether the product is necessary or beneficial to the customer. Time objections: Hesitations related to timing, such as needing more time to decide or not being ready to commit.
Sep 28, 2023 · “It takes 3 people to get this done right now, and you have to make sure it gets done correctly. If you implement our solution it’ll just be done. And it will be right every time.” 2. "We don't have the budget." Remember that you’re in this conversation for a reason: Your prospect has a pressing issue that your offering can solve.
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Sep 6, 2023 · Leveraging similar objections from customers: Previous prospects have likely had similar objections to the one you’re currently dealing with. Use their objections to your advantage and leverage them in your response. You can even mention how they became a happy customer despite their initial objection.
