Overcoming Sales Objections
Ahh, Friday, it's so wonderful to see you! I hope everyone has had a great work week but I hope your weekend is even better! Before you head out for the day I wanted to pass along an article I read from inc.com. It offered so great info about how to overcome objections to sales for your business. Let's take a closer look...
Identify Common Objections
According to the post, most product or services have anywhere from three to five common rejections. It's important to first know what to look for before focusing on how to avoid them. Here are some common phrases that may be used to decline your sale:
According to the post, most product or services have anywhere from three to five common rejections. It's important to first know what to look for before focusing on how to avoid them. Here are some common phrases that may be used to decline your sale:
- Financial ("It's too expensive ... " or "I don't have the money ... ")
- Timing issues ("I'm not quite ready to make this purchase ... ")
- Credibility issues ("I just don't know if you're able to deliver ... ")
- Lack of urgency ("I just don't feel like I have to do this now ... ")
- Another selection ("I'm going to buy/have already bought from someone else ... ")
- Higher authority ("I need to run this past ... ")
- Status quo comfortable ("I'm satisfied with what I have right now ... ")
- Attention challenge ("You simply haven't captured my attention in a compelling way ... ")
- Time challenge ("I just don't have the time to deal with or use your product/service right now ... ")
- Decision delay ("Let me think about it and get back to you ... ")
- Poor prior experiences ("I've tried this before and it didn't work ... " or "I bought from you before and didn't like the experience ... ")
Brainstorm Ways to Reframe or Design Out Each Objection
When another business or individual objects your sale this in turn presents an opportunity for you to overcome it. Your response after a decline is key and puts the ball back in their court for further action. Here are a couple of examples that were mentioned:
Prospect: "I think what you have sounds great, but I'm just so busy right now. Why don't you follow back up with me in three months after I'm done with ... "
Think options, options, and more options! "The first would be to design the objection out of the process entirely by creating an upfront agreement or having an expiration date on the offer or an immediate one-time price break." Try reframing their decision to make it more logical and satisfyingly if they act now, rather than later.
Lastly, it never hurts to simply ask again. "Once you go through this process for the top five objections you will find ways to design the process better to increase your sales."
So with that being said, how do you overcome an objection to a sale? Do you have a go-to back up plan that tends to do the trick? Please share with us! Have a fun and safe weekend!
When another business or individual objects your sale this in turn presents an opportunity for you to overcome it. Your response after a decline is key and puts the ball back in their court for further action. Here are a couple of examples that were mentioned:
Prospect: "I think what you have sounds great, but I'm just so busy right now. Why don't you follow back up with me in three months after I'm done with ... "
Think options, options, and more options! "The first would be to design the objection out of the process entirely by creating an upfront agreement or having an expiration date on the offer or an immediate one-time price break." Try reframing their decision to make it more logical and satisfyingly if they act now, rather than later.
Lastly, it never hurts to simply ask again. "Once you go through this process for the top five objections you will find ways to design the process better to increase your sales."
So with that being said, how do you overcome an objection to a sale? Do you have a go-to back up plan that tends to do the trick? Please share with us! Have a fun and safe weekend!