As a salesperson/ marketer, you may have come across a variety of situations that leaves you in immaculate sense of desolation, yet nothing that beat the dejection which comes in a buyer’s objections. The harsh truth of today is that buyers have become more discerning than ever and you have to up your ante. Although proficient CRM software along with robust sales management software can push the envelope, when it comes to overcoming sales objections, it’s your presence of mind which does the talking. Here are a few of the most common objections and simple ways to deal with them:
1# Budget: “We just don’t have the budget.”
Irrespective of the agenda or source, pricing is the most prevalent objections to a sale. For many marketers, the immediate reaction is to straight away offer a lower price, which raises questions about the value of the product. Instead, look for innovative ways to exhibit the unique value of your product/ service. You can easily overcome the ‘Price’ excuse through providing specific examples of how the product will solve a problem for the customer.
2# Authority: “I need to consult with x”
Having a customer state that they need to consult their boss, partner or wife before making a decision, may seem like a dismissal but is a message sent from god, instead. Look at this objection as an opportunity to bring the decision makers into the picture. Rather than agreeing to wait for their phone call, proactively set up a joint meeting with both parties. Identify the concern and address that specific issue and watch customers get dazzled by your spot on thinking.
3# Need: “I’m happy with my current setup.”
Complacency, a result of being ill-informed about a problem or opportunity, can often lead many potential buyers to dismiss your proposal. Similar to a horse wearing blinkers, you have to train them to walk your way through a detailed description of overarching problem or opportunity. Case studies are of great help as they provide a valid picture to similar problems/opportunities. Fear of change is a natural reaction, so you need to counter that through showing examples of positive reinforcement.
4# Timeliness: “We’re too busy right now.”
In this current cut-throat scenario, it is natural to be busy with overachieving and cramming in deadlines. Yet, no one can be THAT busy to turn away profit if it struck them on their head. Appeal is the key here- create an urgency in the situation for them to make the valuable deal, immediately. Simplify the buying process in an extensive way and lay out attractive schemes that are available in a limited timeframe. Make it clear that “waiting is losing” for them and you have hit a jackpot.
5# Value: “I need to think about it.”
This is the bigwig of all objections- a combination of budget, authority, need, and timeliness. Consumers often perceive a lack in value in the product, an immediate sales killer. Here, you’ll need to build credibility with the buyer, by thinking like them. Introduce long-term benefits and policies with intent that you are selling it to an immediate family member and wouldn’t like to dupe them. Show the honest worth and this will help to build the buyer’s trust.
The art of sales is inherently associated with objections- there is no going away from it. It is up to you to build a sense of credibility, trust, and re-frame the way your buyer sees your offering, capitalizing on the perfect Sales Automation.