A sales objection is a barrier that obstructs your potential customers or leads from making a decision in your favor. In simple words, when a client is not interested in buying your product or service for a specific reason, then that reason is considered a sales objection. Objection handling is a concept that every salesperson and company should work towards overcoming.
When a salesperson handles the sale in a way that keeps the buyer's interest and elevates the deal to move forward, it is called objection handling. In some situations, it is challenging to overcome objections. To make it easy, here are a few tips to handle objections and become a great sales manager.
Be Aware Of The Situation
Every situation has its own method of resolving it, and there is no one-size-fits-all approach to sales objections. Sometimes, the potential customer is not aware of the company's facts. As a result, the objection can be resolved by simply providing them with the required information or facts. But first, you need to be aware of the prospect's objections before making your sales pitch or following up on it.
Asking Questions & Providing Background Info
You can ask your potential customers about their issues in buying your product. From that, you can pick up the pain points which you feel can be resolved immediately. This will also help you to connect with your client and deal with barriers obstructing the sale.
You might not know it, but your client can face the same issue your company is trying to fix. So, disclosing information about that topic can eliminate that sales objection. Try to recall similar problems previously raised by the existing customers to understand their challenges and see how you can help overcome them.
Apply LAER Bonding Process
To overcome sales objections when prospecting, an effective method has been developed by Carew International, which consists of 4 important factors – Listen, Acknowledge, Explore, and Respond.
1. Listen – The key to a quick fix of any objection is listening to your client and understanding the challenges they are facing in depth during your sales pitch or consultation.
2. Acknowledge – Next step after listening is to assure your potential customer that their concerns are taken into account and that you are working on the objection-handling process.
3. Explore – After that, try to know more about their issue. See what underlies their concern and look for the troubles that similar clients may have faced previously.
4. Respond – Once you have heard about the client's problems, give them a response in the form of an alternative, a solution, or a recommendation.
For more information about objection handling, prospecting plans, value proposition, or sales pitches, you can check out the blog section on Salesfuse.
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