Get more deals by handling Sales Objections successfully.
Are you always dreading that you may face an objection while handling a sale procedure? Is it because you face difficulty in managing a sales objection?
While handling sales, you may have to face some objections from the client. If you are unable to control the protests well, your sales will not be completed. Sales objections are the reasons for which your prospects don’t end up buying your product or service.
As per an article by the DealsInsight team, 79% of marketing leads are not converted. Also, nurtured charges make 47% larger purchases than the non-nurtured ones.
But can you give up if your prospective customer comes up with an objection? No, you cannot afford to give up a potential customer just like that. You need to understand the customer’s main point, which the customer is trying to communicate through objections.
The best salespeople would see this objection as a positive opportunity to customize their pitch and zero down the objections’ factors. As per an article by WebStrategies, when a buyer has few complaints and a salesperson can handle them, 64% of leads get converted.
Common sales objections
As per the DealsInsight team article, only 3% of customers buy actively. Rest 97% of the customers are sure to come up with some objections to avoid closing the deal immediately. Knowing the common sales objections will help you handle them better. Let us investigate what the common sales objections that most salesperson faces are.
- Price: The most common sales objection where the customer is not too happy about the offered price.
- Time: The customer is postponing his decision.
- Competition: Customer is impressed by the product from a competitor.
- Trust: This objection comes if you are a new company and need to establish market credibility.
- Change: The customer is reluctant to switch over from the existing product he is using.
- Authority: The customer is not the final authority to sanction this sale.
- Need: Customer doesn’t think your product addresses their need. As per the DealsInsight team article, 50% of the targeted prospects are not a good fit for your selling products.
- Connections and Promises: Customer has given his word to someone to purchase their product.
Just hoping that you will not face any objection will not make them disappear. You must anticipate that you may face protests, and you must make yourself prepared to deal with them. There are techniques that you will need to learn to handle these objections.
Some Common Techniques
Several techniques need to be learned. Let us investigate the most common methods that successful salespeople are using. As per a survey conducted by Gong, some of them are:
- Take a pause – Top performers pause five times longer after an objection than their peers.
- Slow it down – Top performers take their time in responding to objections. While average speakers speak in 188 words per minute after facing an objection, top performers talk at 176 words per minute speed after meeting an objection. The average rate of a salesperson speaking during non-objection is 173 words per minute.
- Talk less – After facing an objection, average salespeople go on a monologue for 21.45 seconds while top performers speak on a monologue for around 10 seconds.
- Ask questions – While top performers follow-up 54.3% objections by problems, average performers ask questions for 31% objections.
- Keep the flow – Top performers maintain the conversation flow the same after facing an objection. In contrast, for average performers, the conversation flow becomes almost half once faced with complaints.
Developing your skills for handling objections
If you wish to join the top performers, you need to master these techniques and more like them. It calls for a need to hone up your skills by taking the training.
The easy way how you can get yourself without help from anyone is to get enrolled for video training on handling sales objections. You can do these self-paced modules at your own pace at your own convenient time. Since video training is browser-based, you can do it from a laptop, a tablet, and even a mobile. So, you can easily log in to the training video when you are traveling somewhere!!
So, get yourself trained and then start practicing the techniques that you learned. Once you master all methods, you will join the top performers in handling sales objections successfully.
Are you excited to learn handling Sales Objections and know more details about our courses? Meet Us here.
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Sales objection is more like an opportunity to understand customers’ need better and come up with strong solution. It also helps in the growth of customer handling skills.
Very informative article on sales objectives. Thanks for sharing
I agree with you that dealing with sales objections is the most challenging part for a salesperson. if a salesperson is able to deal with it, it means he can handle anyone.
Very helpful post. Thanks for sharing
Sales are directly proportional to Revenue (Business). So how to handle a prospect’s objection or any doubt effectively is a crucial part. It directly impact score board. It took complete presence of mind and skills. Worth Reading.
Sales objection can help to improve the product which further helps to meet the requirements of the customers and hence increasing the lead conversion. But this is possible only if sales objection is considered a positive opportunity to make the product better.
Very informative post. Thanks for sharing.
Sales objection is essential for the company, so that they know the requirements of the customers. Thanks for sharing
Amazing article on sales objection. Thank you so much.
Very informative article about sales objection and we also face this thing on a daily basis on our job. Techniques that are mentioned in this article are very helpful.
Informative post !! Handling sales objection in a right way helps to boosts the sales outcome. It is therefore important to learn the techniques and skills required for handling sales objections.
Turning the sales objection to a positive opportunity makes a best salesperson. It is important to prepare ourselves for various sales objections in order to succeed. Very informative post.
Very informative post about sales objections. It is important to tackle the objections in any businesses to achieve success.
Very informative article on handling sales objections effectively. Thank you for sharing this.
Completely agree never give up attitude is what will make you grow with success and sales objection is just the hurdle which anyone can face and actually every sales person face it’s the way you handle and convince the client will bring success and this all depends on the person’s attitude. Thank you for the information shared very useful.
Very knowledgeable post. Thank you for sharing.