Within the sales industry, an objection is one part of the job that everyone needs to accept. Racket Reps has compiled the ideal guide to successful sales, complete with tips for overcoming four common sales objections. Keep everyone on your sales team readily prepared to answer questions on product, price, or other objections that prospects may hold.
Tip 1: Listen Carefully
When your sales lead connects with a client, make sure they actively listen to what the prospect says during the call and when they object. Chances are, they’ll raise one or two of their concerns during this call, and it’s in your best interest to take note.
Once the prospect explains why they’re objecting, sales members should clarify everything discussed. This lessens the risk of miscommunication and shows the lead that your workers listen.
Tip 2: Ask Questions
Gather as much information as possible regarding objections, as it can become a great resource for your company. Racket Reps recommends that you avoid asking basic yes or no questions; instead, keep them open-ended. The more information you get, the better. And while the prospect may object now, things could change in the future.
Tip 3: Respond Appropriately
Nobody likes rejection, but when it’s part of the job, everyone should respond appropriately. Note some of the most common objections prospects make so that you can plan ready-made replies. Some common answers to sales pitches include:
- “It’s too expensive.”
- “I’m already under a contract.”
- “That’s not part of our business plan.”
- “No thank you” or “I’m not interested.”
- “Your product/service doesn’t align with my company.”
Sales members should prepare a rebuttal to each of these objections well before talking to the lead; this maintains a professional conversation.
Tip 4: Follow Up
The prospect may say something along the lines of, “Now’s not the time; this is too expensive right now.” That’s perfectly fine. However, when something like this occurs, try to set up a time and date in a few weeks to follow up with them or send an email. Making major decisions takes time, and by giving them some space, you allow the lead to verify expenses on their end.
The Bonus of Email
Sometimes, sending an email is best since it saves both you and your prospect time. Likewise, your possible client can respond at their leisure since neither of you has to change your schedule.
Every sales company needs to know these tips for overcoming the four common sales objections to keep business booming. But, if you want to quit worrying about objection calls altogether, contact Racket Reps! We’ll handle prospecting services, cold calls, and more to make your day-to-day simple.