- Posted by Guest Post
- On November 21, 2013
- 0 Comments
If you’ve ever made a B2B sales call, chances are you’ve faced at least one objection from a prospect.
If you aren’t prepared to handle these objections as they arise, you may find that your sales call quickly turns cold, making the odds of a successful sale far less likely.
It’s easy to look at objections as a barrier to a successful close, but if an objection is handled properly, it can be an opportunity that can help you move one step closer to a successful close.
Here are four key tips to help you handle objections.
1. Prepare Answers to Common Objections in Advance
You can’t be prepared for every objection but you may notice that some objections, like price, are more common, or your solution has a few recurring objections that arise during prospect interactions. To aid both you and your team you can document these objections and draft an appropriate response. By preparing the response ahead of time you will be able to encapsulate key information in a concise response that is best suited for defeating the objection and move you one step closer to earning new businesses.
2. Speak To Quantifiable Benefits
Some objections your prospects can raise may be based on their feelings or intuition. By presenting relevant quantifiable benefits you can help to remove feelings or intuition from the conversation and stick to the facts. While cost and financial savings can be an obvious factor to examine look to explore whether your solution can help to save your prospect time, save on indirect costs, or even reduce risk.
3. Dig For More Information to Get to the Real Problem
Your prospects objection might only partially address what is truly bothering them. If you notice continued hesitation from your prospect then it is time to start probing to flush out any deeper rooted concerns. By asking less specific questions you can help cast a wider net to catch a problem you might not be aware of. For ideas on the types of questions you can ask be sure to check out our blog on 10 probing sales questions to ask your prospect.
4. Aside From a Little Bit of Your Time, Why Not?
This is a line I learned directly from Paul Castain, Vice President of Rock Star Development and Castain Training Systems. Whether you are trying to get your prospect to agree to a face-to-face meeting, a second call with a larger part of your team or even a demo of your solution asking “why not?” is a great way to get your prospect to agree to move further along in the relationship.
If you have successfully handled the objections that had been raised during your conversation and probed to expose any hidden hesitations you prospect shouldn’t have a reason left to object. As an alternative this question may dig up a hidden objection and provide you with an opportunity to address it. With the objections successful handled you will be much more successful in moving farther along the sales cycle and earning new business.
By learning to overcome objections you will have more successful interactions with your prospect and earn more business. Another great way to help pre-emptively eliminate objections is by gaining a better understanding of your prospect and their unique needs.
Be sure to check out our free white paper on startup sales to help you better understand how to position your solution.