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How can you overcome objections to your company's reputation in social selling?

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Social selling is a powerful way to connect with your prospects and customers, but it also comes with some challenges. One of the most common ones is how to deal with objections to your company's reputation, especially if you are in a competitive or controversial industry. In this article, you will learn some effective strategies to overcome these objections and build trust and credibility with your audience.

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1 Understand the objection

The first step to overcome any objection is to understand where it is coming from. Is it based on facts, opinions, emotions, or assumptions? Is it a genuine concern or a hidden objection? Is it a deal-breaker or a minor issue? By asking open-ended questions and listening actively, you can uncover the root cause of the objection and address it accordingly. For example, you can ask: "What makes you say that?", "How do you feel about that?", or "What are you looking for in a solution?"

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Paul Viviers

Driving change in the way companies brand ?? Sustainable modular branding systems ?? Need help elevating your Event Branding? ?? DM me to chat! Click ?? link to book a call.
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Understanding objections is crucial. Is it factual or emotional? A deal-breaker or minor concern? Ask open-ended questions like "Why do you think that?" to uncover the root cause. Active listening is key; it helps tailor your response effectively, addressing objections and fostering productive conversations.

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2 Acknowledge and empathize

The second step is to acknowledge and empathize with the objection, without agreeing or disagreeing with it. This shows that you respect and value your prospect's perspective, and that you are not defensive or dismissive. You can use phrases like: "I appreciate your honesty", "I can see why you would think that", or "That's a valid point". By doing this, you can lower their resistance and create rapport.

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Paul Viviers

Driving change in the way companies brand ?? Sustainable modular branding systems ?? Need help elevating your Event Branding? ?? DM me to chat! Click ?? link to book a call.
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Acknowledging objections with empathy is vital. Respect their perspective; phrases like "I understand your concern" validate their feelings. Avoid defensiveness; instead, focus on building rapport through genuine understanding. This approach fosters trust and opens the door for constructive dialogue.

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3 Provide evidence and stories

The third step is to provide evidence and stories that counter the objection and demonstrate your company's reputation. This can include testimonials, reviews, ratings, awards, case studies, or social proof from your existing customers or industry experts. You can also share your own personal stories or experiences that showcase your company's values, culture, or impact. The key is to use specific and relevant examples that match your prospect's needs, goals, or pain points.

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Paul Viviers

Driving change in the way companies brand ?? Sustainable modular branding systems ?? Need help elevating your Event Branding? ?? DM me to chat! Click ?? link to book a call.
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Support your claims with concrete evidence. Utilize testimonials, case studies, and awards to showcase your company's credibility. Relatable stories resonate; sharing personal experiences or industry expert endorsements adds authenticity. Tailor your examples to address prospects' specific concerns, aligning your offerings with their needs, fostering confidence in your solution.

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4 Confirm and move on

The fourth step is to confirm and move on from the objection. This means that you check if your prospect is satisfied with your answer, and if they have any other questions or concerns. You can use phrases like: "Does that make sense?", "How do you feel about that now?", or "Is there anything else that's holding you back?" If they are still hesitant, you can ask for permission to follow up or schedule a next step. If they are ready, you can move on to the next stage of the sales process.

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Paul Viviers

Driving change in the way companies brand ?? Sustainable modular branding systems ?? Need help elevating your Event Branding? ?? DM me to chat! Click ?? link to book a call.
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Clarify their understanding. Ask if your explanation resolved their concerns: "Is this clear now?" Address lingering doubts, providing additional details if needed. Respect their pace; offer to follow up or proceed based on their comfort level. Clear communication builds trust, ensuring a smoother sales journey.

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5 Anticipate and prevent

The fifth step is to anticipate and prevent objections before they arise. This means that you do your research on your prospects and their industry, and identify the common or potential objections that they might have. You can then proactively address them in your social selling content, such as your posts, videos, podcasts, or blogs. You can also use stories, statistics, or facts that highlight your company's reputation in a positive and authentic way.

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6 Learn and improve

The final step is to learn and improve from your objections. This means that you track and analyze the objections that you encounter, and how you handle them. You can then use this feedback to refine your social selling strategy, improve your communication skills, and enhance your company's reputation. You can also share your insights and best practices with your team, and learn from their experiences as well.

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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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How can you overcome objections to your company's reputation in social selling?

1

2

3

4

5

6

7

1 Understand the objection

2 Acknowledge and empathize

3 Provide evidence and stories

4 Confirm and move on

5 Anticipate and prevent

6 Learn and improve

7 Here’s what else to consider

Social Selling

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How can you overcome objections to your company's reputation in social selling?

1

2

3

4

5

6

7

1 Understand the objection

2 Acknowledge and empathize

3 Provide evidence and stories

4 Confirm and move on

5 Anticipate and prevent

6 Learn and improve

7 Here’s what else to consider

Social Selling

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感谢您的反馈

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