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How do you overcome common objections and close more deals in a virtual selling environment?

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Virtual selling is not just a temporary trend, but a new reality for many inside sales professionals. However, it also brings new challenges, such as how to build rapport, handle objections, and close deals without face-to-face interactions. In this article, you will learn some practical tips and techniques to overcome common objections and close more deals in a virtual selling environment.

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1 Prepare and research

Before you start any virtual sales call, you need to prepare and research your prospect thoroughly. You should know their pain points, goals, budget, decision-making process, and potential objections. This will help you tailor your pitch, anticipate their concerns, and address them proactively. You should also prepare your value proposition, testimonials, case studies, and demos to showcase your solution and its benefits.

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Ross Pagan

Experienced Sales Manager at Eco Logic Partners, specializing in sustainable waste management. Passionate about driving growth, fostering client relationships, and advancing eco-friendly practices.
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Feel Felt Found, FABs Has, Which, So.. all the elementary objection handling tools which yes do work, I feel the sales environment has changed over the years and "objection handling" should be more of a conversation than a repertoire of parries and dodges. Build the relationship prior to the pitch and objections should be as simple as honesty, I'm not naiive I know this isn't always the case and the tools mentioned initially do help toward that but, if your bottom of the line salesman knows it, the CEO, FD or Gatekeeper, likely knows these tactics. I think now is the time to think more laterally.

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Abra?o Ferreira

3x???Top Voice LinkedIn | Especialista Santander ?? | CPA 20 | Mercado Financeiro | Gerente PF e PJ | Atendimento ao cliente | Comercial | Marketing | Mentoria PNAP? | Projeto Agente de Transforma??o.
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Superar obje??es em vendas é fundamental para fechar negócios, especialmente em um ambiente virtual. Preveja as Obje??es: Antecipe-se às obje??es comuns que os clientes possam ter. Isso permite que você esteja preparado para responder de forma convincente. Mire no Cora??o do Problema: Ao ouvir uma obje??o, vá além da superfície. Descubra qual é o problema subjacente e concentre-se em resolvê-lo. Defenda o Valor do Seu Produto: Mesmo clientes interessados podem fazer obje??es ao pre?o. Mostre o valor real da sua solu??o e como ela beneficia o cliente. Pratique Escuta Ativa: Ou?a atentamente o que o cliente está dizendo. Isso ajuda a entender suas preocupa??es e a responder de maneira mais eficaz.

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Maria Morico

Administra?ao / Gestao comercial
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Depois de conhecer o seu cliente, verificar a necessidade dele, depois se imaginar no lugar dele... Cliente compra benefícios... O que ele vai ganhar primeiro pensamento..... Sentimentos está envolvido na busca por aquilo que queremos adquirir

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Miguel Nú?ez Mourelle
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Hai que tener un estudio base, donde conozcamos tanto nuestro producto como nuestro cliente. Es necesario hacer una reflexión sobre la persona que vamos a tener al otro lado de la pantalla y conocer los problemas que puedan surgir. En mi experiencia es útil tener un primer contacto en persona, ya que hace más ameno la futura llamada de venta. Si por cualquiera circunstancia esto es imposible, debemos tratar la reunión los más cercana posible hacer ver que se escucha la propuesta del cliente (esto se puede ver complicado al ser virtual). Si puede apoyar la venta con información visual, ya sea un documento Excel, Word o PPT será más fácil de entender y seguir la llamada por parte de la otra persona.

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2 Engage and listen

One of the key skills for virtual selling is to engage and listen to your prospect effectively. You should use a video conferencing tool that allows you to see their facial expressions, body language, and reactions. You should also use open-ended questions, active listening, and empathy to understand their needs, challenges, and motivations. You should avoid talking too much, interrupting, or dominating the conversation. Instead, you should aim to create a dialogue, build rapport, and establish trust.

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3 Handle objections

Objections are inevitable in any sales process, but they can be more difficult to handle in a virtual setting. You should not take them personally, but rather see them as opportunities to learn more about your prospect and their situation. You should use the LAER model to handle objections effectively: listen, acknowledge, explore, and respond. Listen to their objection without interrupting or arguing. Acknowledge their concern and show empathy. Explore the root cause and the impact of their objection. Respond with a solution that addresses their objection and shows value.

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Braidan Beck

Asset & Wealth Management Goldman Sachs | Start-Scale-Sell Entrepreneur | Sales and Marketing Expert | Business Consultant | Speaker
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My go-to response for handling objections is the three F's: Feel Felt Found It looks like this: "I know it FEELs like this might be a lot of money right now, in fact one of my best friends FELT the same way. What we FOUND however, is that by spending money up front you save on maintenance costs later." Or something tailored to your specific offer.

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John Campbell

Native American and passionate about improving the lives of Native communities.
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Please don’t use the LAER malarkey or the Feel/Felt/Found mumbo jumbo. Those techniques have Zig Ziglar, Tom Hopkins, and Brian Tracey written all over them, and execs can smell that a mile a way. Be curious. Ask questions as if you’re in the buyer’s shoes.

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Conor Holt

??Preparing myself to excel as a Finance Student at Cedarville University
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One thing that I've found effective is to repeat the objection back to the prospect in the form of a question...and then DIG IN. Many salespeople are afraid of coming off as pushy, which is understandable given the stereotype, but often it limits their closing ability. Staying genuinely curious and asking good questions while keeping the perspective of the prospect front of mind is a must for handling objections.

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4 Close the deal

The final step of virtual selling is to close the deal and get a commitment from your prospect. You should not be afraid to ask for the sale, but you should also not be pushy or aggressive. You should use trial closes, such as asking for their opinion, feedback, or level of interest, to gauge their readiness and identify any remaining objections. You should also use assumptive closes, such as suggesting the next steps, sending a contract, or scheduling a follow-up, to move them towards the decision. You should always confirm the agreement, thank them for their time, and follow up with them until the deal is finalized.

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Braidan Beck

Asset & Wealth Management Goldman Sachs | Start-Scale-Sell Entrepreneur | Sales and Marketing Expert | Business Consultant | Speaker
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My favorite ways to close are to Simply ask for information that will be on the intake form. "I know this is ocean avenue, but what is your house number?" "What is the best phone number to reach you if something comes up?" "What email address do you want the invoices to go to?" When you ask closing questions like this you're able to gently close the deal by filling out the intake form for the customer.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you overcome common objections and close more deals in a virtual selling environment?

1

2

3

4

5

1 Prepare and research

2 Engage and listen

3 Handle objections

4 Close the deal

5 Here’s what else to consider

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