To effectively grow a business, you need to be able to handle and respond to sales objections. You simply need to be able to identify what is keeping the client from making a purchase, and then use effective practices to make them eventually decide in your favor. There are many objections a salesperson will hear on any given day. Here are the top five objections, and things that can be done to address each one directly.
Things Are Fine Right Now
This sales objection is known as complacency. Many people will not make a change or decision unless it is absolutely necessary. You need to make the client aware that if something is not changed now, the result down the road can be much worse. Many times you can show some research you have done on a competitor, and how not changing had terrible results. On the same note, if a competitor has made a change and had significant success, showing these results will motivate the client to not want to be left behind.
How Do I Know You Have the Experience
Many clients have worked with a salesman for years, and develop relationships and just are afraid to change. If you want to gain this person’s trust, you need to be honest from the beginning and offer information that will benefit his business. Do not resort to knocking your competition, but offer the client legitimate information that highlights why your services will benefit them in the long run.
I Have Been Doing It This Way 20 Years
Many business owners have trouble making decisions because they fear change. You can address this concern by giving your client examples of how you took a company in the past that had done things a certain way for years, and with some changes were able to catapult their business to the next level of success. You want to give the customer the feeling of confidence when it comes to choosing you.
Your Prices Are Too High
While price points are a very important part of running a successful company, you need to make the business owner aware that your particular services definitely are worth the costs involved. If this hurdle presents itself, break down the dollar amount to smaller numbers per service you offer. Many times if a client sees where each dollar is going, it makes the decision to say yes that much easier than it does staring at a large number that makes them uncomfortable. Make sure you express how your service is unlike services at lower costs, and how your professional workmanship will benefit them.
Come Back Again in A Few Months
This final sales objection is one of the most common. If a client is telling you to come back in a few months, it is clear that the issues of today are still going to be issues down the road when you return. The simple solution here is to try and make the buyer’s decision an easy decision. You presented your pitch, now highlight all the benefits they will receive working with you, stress the value of the product you want to sell and explain how painless the process is to get started working with you. Insure the customer you will make it simple, and take all the pain out of the process. If you can make the decision to buy easy, the buyer will be left with a simple choice.
The key here is to understand many business owners have these objections already in place and use them frequently on salespeople. Your job is to identify the objection quickly, and address it professionally so the sales process doesn\'t come to a screeching halt. If you prepare yourself for these objections, your success rate will definitely increase.
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