What do you do if a potential customer raises objections or rejects your pitch during a sales interview?

When you hear or sense resistance, don't try to overcome it. Join the resistance and replay what the customer is telling you. You may say, "Your happy with your current solution. That is so rare and great to hear. What makes you so satisfied with the current provider?" Often you will then hear some really good nuggets and qualify if there is an opportunity to add value or not. At a minimum you likely learned something and built trust, and often you find room to deliver an alternative proposal.

Handling objections during a sales interview is crucial. Here are some effective techniques: ? Listen Actively: Understand their concerns. ? Ask Clarifying Questions: Dig deeper to pinpoint the issue. ? Isolate the Objection: Separate it from other factors. ? Validate Their Concern: Show empathy. ? Highlight Value: Reinforce benefits. ? Reframe: Present a different perspective. ? Confirm Resolution: Ensure their objection is addressed

Make sure you are prepared and have done your homework before the interview. Prepare for some objections that may come up and practice. When they ask you these objections, listening is critical. That includes being present and listening for verbal and non-verbal cues. Ask clarifying questions, summarize, reflect, and engage in a dialogue. If you don't have an answer to something, be honest and get back to them with an answer.

Get a better understanding of why there is an objection - is it due to an experience or a concern? If you can uncover why the customer is concerned, you can appropriately alleviate the problem. It also helps to build trust if you are listening to what the customer is saying and not just blindly pitching or explaining why your product is "better".

Listening is very important. Listen, listen, listen, then act wisely. Once you listen carefully and understand the points of objection or rejection, then you can find out the best way out.

When a potential customer shares their concerns, my reply is crucial. I start by expressing genuine appreciation for their honesty: 'Thank you for bringing your concerns to my attention. It's important to me that we address these.' This sets a positive tone for the conversation. Next, I affirm their feelings without necessarily agreeing with their objections: 'I understand why that might be a concern for you, and I see where you're coming from.' This shows empathy and validates their feelings, which is key to building trust. Then, I pivot to collaborative problem-solving: 'Let's work together to find a solution that aligns with your needs.' This indicates that I am on their side, aiming for a win-win outcome rather than just pushing a sale.

When someone is sharing concern, empathy is important. This requires us to put ourselves in the other person's shoes and see the world through their eyes. When we do that, it's easier to genuinely acknowledge their concerns and then ask a few questions to help us understand the root causes of these concerns so we can add value to the conversation and address these concerns. When the buyer sees that you understand and feel with them, it's easier to continue the conversation because they see your intention is to help them.

Once you've listened to the objection, it's important to acknowledge the potential customer's concerns. Let them know that you understand where they're coming from and that their points are valid. This doesn't mean you agree with them, but rather that you recognize their perspective. Acknowledging concerns can diffuse tension and show that you're not just there to make a sale, but to find a solution that works for them.

An objection will always be Gold for any sales person. This gives you an opportunity to be the "Life Saver" for the client. Getting to that point will require information. To get the needed info, you will need the client to be comfortable to share. That starts with Acknowledging their concerns. There are multiple ways to do this but the key is to ensure they feel your empathy and that you are with them on the issue - then start asking the Why's and gather info with the intention of giving them a solution. Use power phrases like "I am here to help you solve this" or "We are in this together" works a lot for me.

While acknowledging their concerns, make sure you keep an open mind and a positive attitude! A friendly /kindly smiling /accepting face, will go a long way. When people have objections, they have doubts, so they may even be afraid. Your job is to make the atmosphere welcoming, so they open up and share the details you need to know...

Once you have a clear understanding of the objections, calmly address them. I came across an article by gong.io revealing that top performers tend to slow down when sharing objections. They are articulate, get to the point, and also ensure they have addressed the buyers' concerns, unlike average representatives who tend to speak too quickly and overtalk. Remember, your voice is a powerful tool. Even when addressing these objections, sounding nervous and scattered can affect how the customer perceives your responses.

An empty pitch is nothing, you need to be reactive and adaptable to what you hear. ??Getting an objection during a pitch may be the best thing that happened to you since now you can actually direct the pitch to what the prospect wants to hear!

One thing I found to work is to let my client tell me or explain their concerns and then I will agree with them that those concerns are valid and (never use the word "BUT") hear might be the alternative or better solution. This verbal confirmation allows them to feel empowered as they choose you and your product. No one likes to feel handled nor sold

Offer relevant information or data that addresses the customer's objections and provides clarity on the product or service being offered

"Turning objections into opportunities: Providing valuable information during sales interviews! ?? When a potential customer raises objections or expresses hesitations about our pitch, it's an invitation to educate and inform. By offering relevant information that addresses their concerns, we empower prospects to make informed decisions. Whether clarifying product features, highlighting success stories, or offering data-driven insights, providing valuable information demonstrates our commitment to transparency and helps build trust. Let's embrace objections as chances to share knowledge and guide prospects towards confident decisions.

An interesting approach, which creates empathy and regulates what our client needs, is: listen carefully to your request with 100% dedication and attention, showing genuine interest.

Present alternative solutions or features that may address the customer's specific concerns and showcase the flexibility of your offering.

"Transforming objections into opportunities: Offering alternatives during sales interviews! ?? When a potential customer raises objections or expresses reservations about our pitch, it's a chance to explore alternative solutions together. By actively listening to their concerns and understanding their unique needs, we can propose alternative approaches or products that better align with their goals. This flexible and collaborative approach not only addresses objections but also demonstrates our commitment to finding the right solution for the customer. Let's turn objections into opportunities by offering alternatives that meet their needs and exceed expectations.

Different customers pay more attention to different side of the solution or product, providing alternatives can help clients know what they really care about and discuss with us what they really need

Inquire further to ensure that you have a complete understanding of the customer's objections and can provide responses that are appropriate.

"Unlocking success through understanding: Seeking clarification during sales interviews! ???? When faced with objections or rejections during a sales pitch, seeking clarification is key to turning the conversation into a constructive dialogue. By actively listening to the customer's concerns and asking targeted questions, we gain valuable insights into their needs and motivations. This not only helps us address objections more effectively but also allows us to tailor our solutions to better align with their expectations. Let's embrace objections as opportunities to deepen our understanding and forge stronger connections with our customers.

you first listen to the objections of the customer. Then handle the objections individually, until the customer is satisfied. make sure each objections are handled properly.

When we receive a denial or withdrawal, where we have to make a quick decision, we reach a peak of adrenaline, at that moment we can fight and face it to understand the reason for the denial and create a resolution that satisfies both sides, or I will run and accept the “no” as an answer. For example: Situation - “We are choosing not to close with you, as we understand that it is not a priority as we have a solution similar to yours” Run - “Ok, fine, I’ll send you an email with the proposal and my contact details, anything you need I’m at your disposal.” Question - “Are you satisfied with this current solution today?”, “In the last meeting you said that solving [problem] was a priority, what has changed today?”.

Objections are not all conversation stoppers. Most sales people "pitch" and "talk" and fail to communicate and ask questions. If the client raises an objection simply consider it just another step in the conversation. Ask questions to clarify that you (1) heard correctly and (2) understand their objection. Most people's mistake is to immediately respond to the objection with a response. My success has been not to do that much but rather ask them to clarify, go deeper, into why they have that objection. Sometimes the answer you would want to give isn't the answer to the question/objection they are raising! Clients respect honest communication.

"Turning objections into opportunities: The power of proactive follow-up in sales interviews! ???? When a potential customer raises objections or rejects our pitch during a sales interview, it's not the end of the conversation—it's the beginning of a strategic follow-up process. Proactively reaching out to address concerns, provide additional information, or offer alternative solutions demonstrates our commitment to customer satisfaction and willingness to go the extra mile. By following up promptly and persistently, we show that we value their feedback and are dedicated to finding the best possible fit for their needs. Let's turn objections into opportunities through proactive follow-up and personalized engagement!

After addressing the objections during the sales interview, follow up with the customer to provide additional information, address any remaining concerns, and reinforce the value proposition of your product or service.

After addressing the objections during the sales interview, follow up with the customer to provide additional information, address any remaining concerns, and reinforce the value proposition of your product or service.

Objection is never rejection. Objections are the clients way of saying I want this… but i need to be reassured on these things before I can proceed. Objections tell you how to close.

Reflect on the objections raised during the sales interview and use them as valuable feedback to refine your pitch, improve your product or service, and enhance future interactions with potential customers.

In short -> You need to know how to handle objections and excuses: 1. Accept their objection with a friendly attitude.?? 2. Ask questions to understand their objection fully. While they talk, don't comment, rather ask additional subquestions. ?? 3. Once you understand their position, continue your pitch but this time target it to their objection and what they just told you in point 2. ???

What I have found helpful is: Depending on the customer and their need, I offer to leave a piece of product in engineering or production. This either helps solidify your product and/or gives other input to R&D.