Do you ever find yourself at a loss for words when someone objects to what you have to say on a sales call? It happens, and we’ve all been there. The best way to get around objections isn't to respond with a better argument, but instead, to subtly present counter solutions and guide your lead towards a different conclusion. Essentially, sit back and let the lead sell the product to themselves.
"How" you ask? We asked our sales leaders to tell us the most common objections they hear during sales calls, and compiled their tips on how to best maneuver around them and put your lead's minds at ease. Check out their responses to the top 6 sales objections below!
Ah, the old hand-off! This is one of the easiest ways for the contact to get off the phone quickly, and to avoid the responsibility of making a decision if they’re not interested in your product. The best way to make sure you aren’t just another message that ends up in a holding pattern is to insist that you remain part of their communication process. Ask them if you could conduct a sales meeting with them and their supervisor to explain the benefits personally and offer to be part of that email chain. If you think they’re really just blowing you off, ask them in a nice way. This can be refreshing and not waste either of your time.
While the prospect may not come right out and say they’re afraid of changing their current provider or service, you can easily tell this is the case when you sense a lot of hesitation or there are mentions of how they can’t deviate from their current process. If they are open, find out where this fear comes from to help resolve it. They could be worrying about their current vendor relationship or taking the fall for any unsuccessful changes. Also keep in mind that, there’s one thing they can’t shy away from: numbers and facts. Using case studies from similar organizations with clear results (even better if they’re a competitor!) or offering a structured trial can get the engine moving again and help them feel comfortable with you.
Being happy with a current solution typically feeds into the fear of change. “If what we have works well now, why fix something that isn’t broken?” Likely because they’re not getting optimal results, so ask about that. While it’s certainly true you shouldn’t sell someone something they don’t need, chances are they’re probably on this call because they do need it. Prevent this question completely by starting the conversation asking why they found it interesting to meet with you. From this you should be able to discover why their current solution is indeed not fine.
This is one of the most, if not the most, common objections our sales leaders hear. The only way you can overcome this one is by showing value. If all they see is cost, then you haven’t done a good job proving the value ahead of time. Ask about their budget, timeline, and areas where the spend could be reallocated to get the conversation started. If they clearly see the value but are still fishing for a discount, never just offer a price. They need to be the first ones to offer up what they’re looking for. For example, you offer a 15% discount right off the bat, but they would have been sold at only a 5% discount. Ensure you show the value of your product and remember how valuable it is during negotiation.
Lack of knowledge about your company is something you can somewhat control with your content and social media strategy. Being consistent, honest, and posting often will build trust with social followers. Make sure you’re search engine optimized so that prospects can find you before you find them. And while you’re on the call, offer to share case studies, blog content, or client testimonials with the prospect. Any and all social proof is beneficial, and the more you have the better.
Find out more about their timing when you hear this to determine if it’s actually a soft no, if they are waiting on budget approval, or another kind of hurdle to purchase. If it’s a soft no, don’t waste either of your time and let them know that you understand and if things change in the future to get in touch. If timing really is off, stay engaged with them about their process and how you can fit into it. Keep them as a warm lead until the time comes to make the purchase. When they’re ready, you’ll have a satisfied customer!
When you come prepared to guide your prospect through a simple process and put their mind at ease from their objections you’ll not only help them realize their problem - the essential first step in selling, but also provide the solution. You’ve had them uncover their problem area, and now all you have to do is show how your product solves it!
Next up, check out some more top-notch sales advice - discover the ins and outs of lead qualification with our free guide!