What do you do if potential customers keep raising objections during the sales process?

Active Listening = Objection Resolution Tip: Pay close attention to the concerns raised by potential customers. Let them express their objections fully without interruption, demonstrating that you value their perspective and are genuinely interested in addressing their concerns.

Before 'selling' it is crucial to take time to understand your customer, their business & their goals so that you sell something appropriate. Once you've established you can genuinely help them then objections will be a natural part of a two way conversation and are often a sign that the customer is genuinely interested, but wants to test what you are saying, to see if you have real conviction in your solution when put under pressure. Only by having a real understanding of your customer can you alleviate their concerns to show that you can help solve their problems. If all of the objections come out at the end of the call you need to rethink how you sell, because this means you haven't let your customer talk openly during the call.

Ask probing questions: Dig deeper to uncover the root cause of the objections. Ask open-ended questions to explore the reasons behind their concerns and identify any misconceptions or areas that need clarification. Understanding their perspective can help you tailor your responses effectively.

Follow these simple Steps 1)Maintain Eye Contact: Show that you're engaged by maintaining eye contact. This non-verbal cue indicates that you are focused on what the customer is saying. 2)Reflect and Clarify: Repeat back what you've heard in your own words. This confirms understanding and shows the customer that you are processing their concerns. 3)Minimize Interruptions: Allow the customer to finish their thoughts without interrupting. Interruptions can make them feel unvalued and unheard. 4)Ask Open-Ended Questions: Encourage the customer to explain further by asking questions that cannot be answered with a simple 'yes' or 'no.' This can provide deeper insight into their needs and concerns.

If Objections keeps popping up, then we haven't been asking enough questions to understand the customer's situation. Ask more and clarify their concerns by understanding their situations.

Clarity = Objection Clarification Tip: Seek clarification to ensure you fully understand the nature and underlying reasons behind the objections. Ask open-ended questions to uncover additional insights and perspectives, allowing you to address the root cause of the concerns more effectively.

1)Empower with Questions: Pose questions that empower the customer to think critically about their needs. For instance, “How do you see this solution fitting into your current workflow? 2)Visual Aids: Utilize diagrams or flowcharts during the clarification process. This helps customers visualize the problem and your solution simultaneously.

Evidence = Trust Tip: Back up your claims and assertions with relevant data, case studies, testimonials, or examples that illustrate the value and benefits of your product or service. Providing tangible evidence reinforces your credibility and alleviates doubts or skepticism.

1)Dynamic Demos: Offer to create a personalized demo that tackles their specific concerns, showing how your solution works in real time. 2)Success Metrics: Share precise metrics from case studies, like time saved or revenue increased, making success tangible.l

Stories = Emotional Connection Tip: Share success stories, customer testimonials, or real-life examples that demonstrate how your product or service has helped others overcome similar objections or challenges. Stories evoke emotions, build rapport, and inspire confidence in your offerings.

1)Multi-angled Testimonials: Share testimonials that not only praise but also address initial skepticism similar to the customer's objections. 2)Narrative Arc: Construct stories that follow a narrative arc, presenting the problem, the journey, and the successful resolution.

Alternatives = Adaptability Tip: If a potential customer raises objections related to specific features, pricing, or terms, be prepared to offer alternative options or solutions that address their concerns while still meeting their needs. Demonstrating flexibility and willingness to accommodate different preferences increases the likelihood of closing the sale.

1)Trial Runs: Suggest a limited-time trial of the service or product, to demonstrate its value without full commitment. 2)Modular Options: Break down your offerings into modules, so they can choose to start small and scale as they become more comfortable.

Empathetic Phrases: "I understand where you're coming from." Clarification Phrases: "Can you help me understand your perspective better?" Agreement Phrases: "I can see why you'd feel that way." Reassurance Phrases: "I assure you, our product is designed to address that." Benefit Phrases: "One of the key benefits of our product is..." Evidence Phrases: "We have data showing..." Closing Phrases: "Would you be open to trying it out?" "Let's explore this further..."

Always handle the objections! People often have an objection for one of three reasons, they don't trust you, they don't trust themselves to go through with it, or they don't trust neither you or themselves. It's important to understand the root of their objections and then offer tailored solutions that demonstrate the value of your product or service. Remember, objections are an opportunity to engage with your customers and build trust, so embrace them as part of the sales journey rather than viewing them as obstacles.