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Dec 7, 2022 · Objection handling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that alleviates those concerns and allows the deal to move forward. Objections are generally around price, product fit, or competitors.
- Leslie Ye
- “It’s too expensive.” Note that this objection is not the same as “We don’t have the budget.” Your response to this objection puts you in 1 of 2 positions
- “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. Their problem needs an eventual solution, and waiting to find that solution will only prolong their pain — and could even make it more severe.
- “I can get a cheaper version somewhere else.” This objection requires a bit of detective work. There are a few explanations and it’s important to find out what you’re dealing with.
- “We’re being downsized/bought out.” Unfortunately, this objection usually means the end of the road. If your prospect no longer has a business, then you no longer have a deal.
- It’s too expensive. Pricing objections are some of the most common—and trickiest to handle. When someone says your offer is too expensive, what they’re really saying is that they don’t think it’s worth the investment.
- This isn’t a priority right now. Oof. You probably hear this one all the time. What the lead is really saying is that they don’t even want to consider purchasing what you’re selling.
- My boss won’t approve this. Are you getting blocked by someone who isn’t even the decision-maker? You need to win them over so that they’ll help you sell your solution to the person who can approve it.
- We don’t have the budget for this. This is similar to other price objections, but it has a slightly different flavor. When someone says this, they’re probably interested in what you sell and think the price is right, but they just don’t have the money to invest in it right now (or they think they don’t).
- Gratitude. Say “Thank You!” Always thank your customer when they put an objection in front of you because this is an opportunity to address it and move on with your deal.
- Empathize. Empathy is a way to connect with your customer on a personal level, show you care and that you’re listening. All of us have had to say “no” at one time or another, and in business, you’re not always speaking to the decision maker.
- Let the Discovery Begin. Now that you’ve begun to diffuse the situation, take your time to uncover what’s really going on. Good customer discovery always focuses on asking open-ended questions.
- Ask, Probe, Confirm. Now that you’ve got the questions flowing, it’s important to keep the conversation moving further and deeper. As the customer responds to your open-ended questions, you should probe further by asking more questions about what they’ve just said.
Jun 17, 2024 · “I don’t have time for this.” While an objection is something, a prospect is unsure about regarding your product or service. One sales objection example is: “I don’t know how this will help me.” Handling these sales challenges requires the same sales strategy and techniques we’ll explore below.
Sep 6, 2023 · What you'll learn: The different types of sales objections. Why objection handling is important. How to handle sales objections (w/interview with Leslie Venetz) How to respond to common sales objections (21 examples) Key takeaways. How Mixmax can help you close deals.
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Why is objection handling important for salespeople?
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1. Can You Prove This Will Work? Overcoming this common sales objection is easy. You simply need to put the focus of the discussion back on your prospect. “What kind of proof are you looking for?” “I’m not sure. Can you prove to me you will do the work?”
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- ·Valid Nov 21 - Nov 29
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