How to Overcome Sales Objections

I leaned how to overcome sales objections from a customer. Once, on a sales call, when the prospect stated what I took as an objection, I paused. While I attempted to piece together my rebuttal to his objection, the prospect interjected. He told me he’d been in sales most of his life, and he had a piece of advice for me. He said selling was a lot easier if I stopped thinking of client concerns as objections and saw them as questions. If it wasn’t an objection, I didn’t have to rebut. We weren’t in court. If it was a question, all I had to do was answer it. He was right because he didn’t have sales objections, he had questions.

How to Overcome Sales Objections8  Steps to Answering Client QuestionsStop thinking of them as sales objections

The first step to overcoming sales objections is changing your mindset and language. When we use the word objection, most people automatically think the next step is to give a rebuttal. However, when we see a customer’s inquiry as a question, we’re more likely to answer them than to rebut

Do your research

Before the sales call. Know the prospect and the problems they have before you contact them.

Listen to your prospect

Before you can answer their questions, you need to understand their needs, wants, and desires.

Don’t jump to an answer

Consider the prospect’s question and give your best answer.

Be honest

If you don’t have the answer the prospect wants—tell them so. If the answer they want might not be in their best interest—they need to know why.

Check their understanding

After you answer their question, politely ask if they have any other questions.

Don’t freak out

I’ve heard salespeople say they hate objections. They shouldn’t. Questions are good because they show that the prospect is engaged and considering the product or service. A flat-out no is bad; questions are good.

Move On

After answering the client’s question, move on. Don’t oversell—get on with your presentation.

Change Seldom Happens Overnight

I wish I could tell you I took my customers’ advice to heart and immediately changed my rebutting ways, but that’s not what happened. I continued to use the old objection system of restating objections in favorable terms and then immediately returning to my pitch. At least for me, it was a slow process, but I eventually learned that it was better to answer questions, solve problems, and be helpful than to rebuttal.

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post, you might also appreciate 5 Things Top Consultants Do.

Photo by LinkedIn Sales Solutions on Unsplas

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