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Last updated on 2024年4月20日

What do you do if your freelance sales prospects raise objections and resist closing deals?

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Handling objections is a pivotal skill in freelance sales prospecting, where your ability to navigate resistance can make or break a deal. When you're self-employed, every potential client is crucial, and the art of turning a 'no' into a 'yes' is invaluable. It's not just about persistence; it's about understanding the root of their hesitation and addressing it head-on. Whether you're offering consulting services or selling products, the strategies for overcoming objections are similar. Remember, an objection doesn't signify the end of a conversation, but rather an opportunity to delve deeper and solidify the relationship with your prospect.

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Ray- P.

I help creators with sales by monetizing their skills by closing deals for you, building a system, and managing it.
Samara Anselmi

Fundadora da Sales House | Sales Leader

1 Listen Carefully

When a prospect resists, it's essential to listen actively. This means giving them your full attention, acknowledging their concerns, and understanding the context behind their objections. By doing so, you demonstrate respect and build trust, which is fundamental in any business relationship. Listening also provides you with valuable information about their needs and pain points, which you can use to tailor your response and offer a more compelling solution that aligns with their objectives.

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2 Empathize Sincerely

Empathy goes a long way in sales prospecting. When prospects raise objections, show that you genuinely care about their concerns. This isn't about sympathizing but rather putting yourself in their shoes to understand their perspective. By validating their feelings and agreeing where appropriate, you create a connection that can help lower defenses and open the door to further discussion.

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Samara Anselmi

Fundadora da Sales House | Sales Leader
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ntender para atender melhor! ?? Durante a prospec??o de vendas, a empatia n?o é apenas uma ferramenta, é uma necessidade. Ao ouvir ativamente e validar os sentimentos dos clientes, você n?o só reduz barreiras, mas também demonstra que se importa com o que eles têm a dizer. Isso pode abrir portas para conversas mais produtivas e menos defensivas. Você tem alguma estratégia específica para mostrar empatia durante suas vendas?

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3 Clarify Doubts

After listening and empathizing, your next step is to seek clarification. Prospects often have specific doubts or misunderstandings that can be dispelled with the right information. Ask thoughtful questions to uncover the true nature of their objections. This not only shows that you're paying attention but also helps to ensure you address the right issues when you respond.

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Ray- P.

I help creators with sales by monetizing their skills by closing deals for you, building a system, and managing it.
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Getting the actual objection is good, but most don't get it. Either it's a -> Perceived objection (when a simple inquiry from prospects sounds like an objection) or -> Surface level objection( Prospects give a general objection but that actually isn't the problem) In either case, you have to keep your composure: > Listen to what they say > Understand what they mean > Ask clarifying in-depth questions > Re-confirm objection with a summary of what they say > Now you can solve the onjection.

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4 Address Concerns

Once you've clarified their objections, it's time to address them head-on. Use the information you've gathered to provide clear, concise answers that speak directly to their concerns. This might involve explaining the value of your service more thoroughly, adjusting your offer to better meet their needs, or even providing testimonials from other clients who had similar reservations but were ultimately satisfied.

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5 Offer Assurance

Sometimes, prospects need reassurance that they're making the right decision. Offer guarantees or references that can help mitigate their perceived risks. If possible, provide examples of past successes or case studies that demonstrate how your service or product has benefited others in similar situations. This kind of social proof can be very persuasive in alleviating doubts and moving towards a deal.

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6 Suggest Next Steps

Finally, suggest a clear next step. This could be a trial period, a smaller commitment, or a follow-up meeting with more stakeholders involved. The key is to keep the conversation moving forward. Even if they're not ready to close the deal immediately, maintaining momentum is crucial. By proposing the next action, you show initiative and keep the door open for future engagement.

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7 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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What do you do if your freelance sales prospects raise objections and resist closing deals?

1

2

3

4

5

6

7

1 Listen Carefully

2 Empathize Sincerely

3 Clarify Doubts

4 Address Concerns

5 Offer Assurance

6 Suggest Next Steps

7 Here’s what else to consider

Sales Prospecting

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What do you do if your freelance sales prospects raise objections and resist closing deals?

1

2

3

4

5

6

7

1 Listen Carefully

2 Empathize Sincerely

3 Clarify Doubts

4 Address Concerns

5 Offer Assurance

6 Suggest Next Steps

7 Here’s what else to consider

Sales Prospecting

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