You know what is business objections and how to manage? “I’m sorry, but the service you offer is too expensive,” “I do not have money to invest in this,” “We do not need it,” “Another company brings me the subject and I do not want to change …”
Do you sound some of these objections? Have you worked on them? It is essential to have a sales pitch, together with a good planning response to possible objections, if you want to increase the ratio of customers you manage to close in a sales meeting.
The truth is that a good treatment of objections does not guarantee that 100% of the times you are in a sales interview you get a “Yes!”, But they significantly improve the percentage of closed sales.
It is also true that depending on the possible client in front of you, it is convenient to act in one way or another, but then I will give you a series of tips that will make a better management of objections.
These tips are focused on sales meetings as long as you have a prospective client in front of your target audience. That is, the first step, to avoid wasting time, is to make sure that the potential client fits into our description of the target audience or ideal client (if it is the person who makes the decision to buy if you have the adequate purchasing power to do so). , if your service solves your problem, if you need what you offer …).
HOW TO ACT IN THE SALES INTERVIEW BEFORE THE OBJECTIONS?
1. ANTICIPATE POSSIBLE OBJECTIONS
If the potential clients usually make the same objections to you, trace the conversation in such a way that these objections are resolved before they are exposed. That is, in your argument, or in your sales presentation, expose in an attractive way the possible objections of the client.
For example, a very common objection is “the price is high / the service is expensive”. In your presentation you could say “some other current client in his day told me that the price of our service was high. I understood because I had not yet commented that [highlight our value proposal, say the benefits that the service will bring …]. “
See this article: 7 Ideas to find your ideal business mentor
2. LISTEN AND LET EXPRESS WITHOUT PRESSURE THE OBJECTION
Do not offer a hasty response or you may lose the sale. And, to avoid making this mistake, the best thing you can do is listen carefully to your potential client. DO NOT interrupt him, let him express himself freely. This way you will have the correct information to be able to refute your objection. If you think you know what he is going to say, and you interrupt him, it is possible that you give an equivocal answer and do not carry out a good management of the objection.
3. IDENTIFY THE OBJECTION AND DO NOT ARGUE
When the client is speaking, identify possible objections to be able to refute one by one and clear all their doubts. In addition, it is important that you do not create a climate of confrontation, but of collaboration.
For example, if a potential client says to you: “I do not think that your way of working fits with ours”, a possible answer could be “how would you like us to work?”
4. MAKE SURE YOU HAVE UNDERSTOOD THE OBJECTION WELL
Transform the objection into question to verify that you have understood what the potential client poses. In this way, you will avoid misunderstandings and provide the correct answer.
5. FIND OUT IF YOU HAVE BEEN SATISFIED
Once you answer the objection, do not stay there, make sure that the client has it clear and has been satisfied with your answer.
6. THANKS YOUR OBJECTION
There is no need to fear objections. It is normal that the prospective client wants to make sure that he does well in hiring your services. That is why you should keep quiet and appreciate your observation. In this way, you will come closer to the client’s position and generate greater confidence.
SOME TACTICS TO REFUTE OBJECTIONS
Let me show you some of the tactics that I use and have worked for me:
1. A QUESTIONING CHILD (WHY?)
Do you have children, nephews or contact with small children? They are the best objectors of the world. They are always with the “why?” In the mouth.
This tactic will be very effective in distinguishing objections that are an excuse from the real ones. Nor is it about becoming impertinent or heavy asking all the time “why?”, But you must find a balance. When asking “why?” People tend to be more direct and express the real reasons why they do not want to hire your services.
Knowing these reasons you can manage the sale in a better way.
2. THE DELAY
When the client makes an objection, postpones the response. Say something like “if you think we’ll address this issue a little later”. If it is an excuse to not hire your services, you will not insist on it again. If it is real, it is possible that using other words, you can do it again. As in the previous point, this tactic I use to discern the excuses of real objections.
3. METAMORPHOSIS
Transform the potential customer’s objection into a question and respond from that perspective. In this way you avoid confrontation, you encourage collaboration and the client is much more open to listening to you. For example, if a potential client says “I find the website you offer is too expensive”, you can answer “You’re wondering what we offer you that justifies the price, right?
Well…”
4. REBAT WITH ANOTHER QUESTION
It is about getting more information about the objection raised by the prospective client. For example, if the customer says “the service you offer is expensive”, you can answer “what are you comparing the service we offer?”.
In this way, you will be able to know what is going on with the potential client and respond with more precision.
5. SIMILARITY
Answer objections using analogies. For example, if the potential client says “I would like to hire your coaching services, but I need immediate results”, you could answer “this is like going to the gym. It’s a process, everything takes time. You will not have a chocolate bar the first day, but with perseverance, hard work and perseverance, you will get to achieve your goals. “
There are many others, these are some that I use. The idea is to combine one or several tactics depending on the type of person you have in front and the objection you make.
We also invited you to read this article: http://bigmoneyoptiontrades.com/most-importance-facts-of-taking-calculated-risks-in-business/
Well, now I would like to hear from you, how do you face the objections? What tactic do you use?
I will be happy to read your comments!