Overcoming Those Dang Objections

4 Oct

objectionblog33

You thought you were going to close the deal – and now you hear one of the five put-offs listed below. What gives? As a salesperson, you must take accountability for everything – and when you do so, you start to realize that a lot of this is actually in your control.

Every salesperson should expect one of these objections:

“I need approval from my manager…” In the early stages, you aren’t just selling to one person. So ask about who else is going to be involved in the decision. You also need to make sure that you understand what all decision makers are thinking from the first step.

“We don’t have it in the budget…” Initially, you must ask about their budget. The pricing “fit” is determined as you make the sale – not at the end. There should be no sticker shock when it’s time to close because you’ve already had conversations about your pricing.

“We are looking at other options…” What – really? You didn’t know from the on-set which competitors they were looking at in comparison? You need to know who/what you are selling up against. That way you can overcome this through selling your value proposition prior to the close.

“I don’t think we are ready to make a change right now…” These last two objections are more difficult to anticipate ahead of time. It seemed like they were buyers in 2018 – and for some reason that has changed. Overcoming this one starts with simply asking “Beyond the expense, what are your concerns?” IF they are responding to fear of change, then you need to show them the danger of NOT making a change. What is it costing them in delaying this purchase?

“This just isn’t a good time…” I hate this one as it’s ambiguous.  But again, take accountability for the deal because if it’s your fault, it may be within your control to help them see that this IS a good time. By asking better open-ended questions along the way, you will reduce the number of times you hear this in the final stages. That said, it may not be the right time. Unless they just aren’t interested, you are going to stay in touch with them every week – until it is the right time.

  • Encourage them to share concerns early in the sales process.
  • Communicate with all of the decision makers.
  • Be aware of their budget and how they can afford the purchase. Your product or service should essentially save them money within 12 months and you are building excitement about the earnings or savings tied in with only your solution.
  • Understand your competitors and how betting on your company isn’t a gamble.

Once again, my primary message is to anticipate the objections above in the early stages. If you expect them and do your homework on the front end, you are going to overcome their concerns and hear a lot fewer objections in the closing stages.

It’s time to grow faster~

Drew Schmitz

blueoctopusllc.com

 

 

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