18FebOvercoming Sales Objections

There is no generic rebuttal for all objections but there are key phrases that should always be used when rebutting an objection. The main thing to remember is that an objection is an opportunity. The prospect is testing your credibility and product knowledge. It is a chance to shine in the eyes of the prospect but it is inherently also a chance to blow the deal completely.

You should have pre-planned responses to all the common objections for your product. “I don’t have the money.” or “I have to talk to my spouse” or “It’s too expensive.” are all examples of common objections that we here regardless of product or market. Your rebuttals to these should be quick and assertive. But some objections are not so easy to handle. Specially when they are technical in nature. Remember that your credability is being tested so you should not guess at the right answer. Instead, make a list of the prospects concerns and after each concern say “What else..” Let the prospect see that you are attentively listening and writing down the questions. Repeat the process until they have no more objections then say “Those are some great points Mr. Prospect, now I’m certain that when I satisfy all of these concerns you I will have earned your business.. correct?” REMAIN SILENT.. (The first person to talk here gets sold so don’t let it be you) Next reassure them that you will thoroughly investigate each of these points and give them the exact date and time that you will get back with them, to close the deal. This method will always win their trust in comparison to just baffling them with nonsense answers that you made up or guessed.

Remember to always edify the prospect. Their objections may sound common or ridiculous to you but to them they are real concerns. Make them feel like its the first time you’ve ever heard that concern and give them the attention it deserves. Agree with them and their objection, then refute the objection and finally, close the deal. Never argue or take an opposing stand because that will not win over the prospects trust. You get more bees with honey than you do with vinegar. This approach disarms the prospect and makes you look like a helpful friend instead of a salesman. Whenever possible, you should relate their concerns to another customers similar situation and point out how it was resolved for them. This makes them feel like they are not alone and kicks in “The Jones Effect.”

To your success,

Omar