In part 1 of this series, “Overcoming Objections – From No to Yes,” we uncovered the most common phases in a sales cycle; in part 2 of this series, we revealed common objections that are raised throughout those various phases. So now you know what to say, and if you memorize it, you can overcome all objections and win, win, win. Right? In part 3 of this series, we are going to introduce how to take the knowledge that you’ve gained and implement it.
How to: overcoming the most common objections
Yep. It can be frustrating when you receive an objection that you thought you were past or already addressed. No matter the circumstance, you can take charge of the situation. Take time to understand their objection then explain to them why/how/what you can deliver to address their concerns. Finding a way to relate to the customer, a practice often referred to as “level-setting” will also help you to keep the lines of communication open.
Above all, follow these principles:
- Validate the concern or objection
- Show them you understand.
- Do not be argumentative; it can come across as defensive.
If at first you don’t succeed…
Don’t repeat your answer. If you aren’t getting the response you want, that could be your fault. This may go down as a little tough love, I know, but you only have control over your behavior, not your client’s. When your client answers unexpectedly, this is a clue to you to change your approach. Otherwise, well, you know the saying: repeat the same behavior, get the same results.
What’s next?
Keep working on your reading and reacting appropriately. Remember, you’re building a relationship in sales. Buying is a personal decision that hinges on trust. When they trust you will work to deliver the results that they need, they will buy from you. I’m looking forward to hearing about your journey in overcoming objections.
Ready to take the next step to improve your sales acumen and #winning in your sales cycle? Contact us for a free consultation with the sales and leadership coaches at C2 Consulting.
