Making prospecting calls and engaging with new prospects is a difficult thing to do for many salespeople but if you don’t do it, you’re not going to hit your sales targets. Something that you have to be prepared for, however is being faced with objections. In this week’s video, I’m going to share 4 sales objection responses you can use to overcome common objections. Hit play on the video or keep reading!https://youtu.be/lrWpOIAviNU
1. “I DON’T HAVE THE MONEY FOR THIS”
This sales objection is extremely common and one that we have all heard before. Quite often, this objection is simply a smoke screen to hide how the prospect is really feeling and it’s your job to dig deeper and find out if they’re telling you the truth. When they’re faced with this sales objection, I encourage my clients to use an objection response like this:
“I appreciate your honesty Paul, but I’m curious, how much were you expecting my services to cost?”
“That’s fine Sally, I appreciate that. A quick question for you- when the budget does change, is this a solution that you think will work for you?”
Two responses like these help you determine whether the issue really is about price or whether they have other reservations about working with you. I’ve said it in other blogs and I’ll say it again- it’s rarely about the price, it’s that your prospects don’t see the value in what you are offering. It’s therefore up to you to prove how much value your product or service will provide to your prospect. If however, you prospect is truly concerned about the price of your product, you can negotiate a price with them and move one step closer to closing the deal.
2. “I DON’T HAVE THE TIME FOR THIS”
Making the time to have a conversation with someone we don’t know is understandably difficult when we lead such busy lives, so it’s important to be aware of this when trying to engage with a new prospect.Try using an objection response like this:
“Thanks very much for letting me know that, I really appreciate it. Can I just ask you though- is hitting your sales targets a key priority for you over the course of the next couple of months?”
“Thanks Jordan, I really know what it’s like to be busy myself, I’m manic but the last thing I want to do is schedule a call back to you when it’s really that we’re not a fit to work together. Can I do this- can I just ask you a couple of questions and actually, if there’s something of interest, then we’ll schedule some time in later to really go into further detail. How does that sound to you?”
What you’ll be able to do by using these objection responses is to qualify whether your prospect is interested in what you are offering or whether you are wasting your time on a lead that will never convert.
3. “CAN YOU SEND ME SOME MORE INFORMATION?
This is a common sales objection that you will hear all the time. When a prospect asks you to send them some more information, 9 times out of 10, you know that you’ll send them some more details and you’ll never hear from them again.Here’s an objection response that I would suggest you use:
“No problem at all, Becky, I’d be really happy to send you some information but just so I don’t waste my time or your time- can you just let me know what is the key information you’d like to see so I can make sure I provide that for you?”
“You know, Becky, I get lots of call when I’m really not interested and I just tell the person the other end to send their information and then I hope that they’re going to forget about me. Can I be honest with you, is that what’s happening here? Because I’d rather know if that’s the case.”
Using an objection response like this enables you to find out whether your prospect really is interested in receiving more information and you can then send them the right information, or whether they are just trying to get rid of you. If this is the case, don’t waste your time and move onto the next prospect!
4. “I’M NOT INTERESTED”
When you hear this sales objection, respond with something like this:
“Hi Dan, I totally understand that and I respect your honesty. All of my customers now, when I first spoke to them, said exactly the same thing. But they were really pleased that they took a few moments to have a conversation with me and find out how we could solve key problems and challenges for them. Can I ask you- do you have a problem with achieving your sales targets?”
By using a response like this, you’re focusing on the problems and the challenges that your prospect could be experiencing. You’ll gently push them towards answering your question, not only to you but in their own minds too. If the problem you suggest does in fact resonate with them, they are likely to continue the conversation with you.Alternatively, use a short and sweet objection response like this:
“Can I ask you- is achieving your sales targets a challenge that you want to get addressed at the moment?”
You’ll find in this case, that your prospect will either say yes and you can again, continue the conversation or they’ll say no and you can move on to the next prospect call.
So there’s 4 common sales objections and how you can respond to them to still be in with a chance of converting your prospect to a customer. My advice would be to write down the objections you hear most in your business and plan how you are going to handle these. If you need help with this, I’d be more than happy to have a conversation and share some tips tailored to you, so contact me here or connect with me on social media.
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