Hi Community members,
Oftentimes in a sales cycle, nothing gives sellers more headache than an objection. However, many may argue that an objection is actually a blessing in disguise — after all, would you rather have no response at all and be left in the dark without any explanation? Furthermore, more often than not, a “no” simply means “not yet” in sales, especially after you ask follow-up questions and understand the underlying reasons why the buyers said “no.”
For many of you, facing objections probably isn’t new territory for you, but today we will break down how you can handle objections in five simple steps and how you can continue the deal even after hearing “no.”
- Change your perspective and attitude – Stay positive and don’t be afraid of objections. In fact, challenge yourself to welcome objections and see them as opportunities to learn more about your buyer so you can be even more prepared in the future. If anything, future prospect as well.
- Understand the why behind the objection – Ask the buyers clarifying questions to find out the true reasons they raised an objection. It is possible that they may have concerns deeper than “the price is too high” or “now is not the time.”
- Identify misalignment in the process – If appropriate, find out what went wrong and what could have caused the buyer to change their tracks. Was a competitor involved? Did they find out other information? Understanding as much of the situation as possible will save both you and your clients time and grant you a favorable working relationship, even if it isn’t now.
- Determine if the objection is something else – Again, ask follow-up questions that will allow you to know if the objection is negotiable, a true concern, or merely a question. Depending on the buyer’s answer, you may be able to have more wiggle room here and shift the objection back into a progressing deal with some negotiations.
- Assess the situation and the bigger picture – Throughout the sales cycle, you may engage with different people (even different departments) and things could have been miscommunicated or misunderstood by many parties. Make sure you’re talking to the right decision makers and that you have all your questions answered as well before continuing the conversation.
What do you think? I’m curious to know the common objections you’ve faced in your experience as a sales professional. How have you been able to get past these objections and convince your buyer otherwise? I’d love to hear your tips and best practices on moving beyond these “no’s” and turning them into “maybe’s” and then into “yes’”
Thank you and happy closing!
Eva C.
