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What do you do if your assertiveness is met with objections in sales?

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In sales, assertiveness is a crucial skill that balances confidence and respect while engaging with potential clients. However, it's not uncommon to encounter objections, which can be a challenging hurdle. When faced with resistance, your ability to maintain assertiveness without crossing into aggression can make the difference between a successful negotiation and a lost opportunity. It's important to understand that objections are not personal rejections but rather an invitation to provide more information and reassurance to your clients.

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Peter Heredia

Data-driven sales team coach | Ex-DHL | 25+ yrs | SMEs | 250+ companies turned around | Helping simplify your sales…
Shivang Sharma

Packaging Professional | Doctoral Candidate | International Sales | IPP | FIIB

1 Listen Actively

When met with objections, the first step is to listen actively. This means giving your full attention to the customer, acknowledging their concerns without interruption, and showing empathy. By understanding their perspective, you can tailor your response to address their specific issues. Active listening also helps build trust and rapport, which are essential for a successful sales relationship. Remember, your goal is to solve their problem, not just to sell a product or service.

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Peter Heredia

Data-driven sales team coach | Ex-DHL | 25+ yrs | SMEs | 250+ companies turned around | Helping simplify your sales process and increase revenue | CRM ROI expert | Message me for a sales review ???? ????
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I believe that everybody is allowed to have objections, so truly listening is key. Once you have digested their concerns, and acknowledged they can have an objection (very important as you want them to feel relaxed about discussing it), you need to isolate it. You have to make sure if it is a real objection or a false one. So many people don't want to buy so they give a false objection. To isolate it, you use a very powerful question. It is one of the only times in sales where you are scripted, as the wording is key. 'If we resolve this issue for you, would you be ready to sign the deal?' You are taking everything else off the table but not making any commitment

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Sonja Rincón

Mitgründerin bei Menotracker GmbH | PR, Sponsoring und strategische Partnerschaften | Frauen-Gesundheit & Technologie
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Show genuine interest in the client's concerns. Understanding their perspective not only builds trust but also provides crucial insights into their needs and hesitations.

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Luciano Esteves

Pai da Ayla | Sales Consultant | Farmer | Inside Sales
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Trabalhe junto com o cliente para encontrar uma solu??o que atenda às necessidades de ambas as partes. Esteja aberto a fazer ajustes ou oferecer alternativas, se necessário.

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2 Stay Positive

Maintaining a positive attitude in the face of objections is key. Instead of viewing them as setbacks, see them as opportunities to further engage and educate your client. Respond with enthusiasm and confidence, reinforcing the benefits of your offering while addressing their concerns. A positive outlook can be contagious, and it often helps to alleviate the tension that objections can create. Positivity in your response can turn a potential negative into a positive interaction.

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3 Clarify Concerns

Sometimes objections arise from misunderstandings or a lack of information. It's important to clarify the client's concerns by asking open-ended questions. This will give you a clearer picture of their objections and allow you to provide precise and relevant information. Clarification also shows that you are genuinely interested in their needs and willing to take the time to address them properly, which can strengthen your position and enhance the client's confidence in your solution.

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Sonja Rincón

Mitgründerin bei Menotracker GmbH | PR, Sponsoring und strategische Partnerschaften | Frauen-Gesundheit & Technologie
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Sometimes, objections arise from misunderstandings. Ask clarifying questions to ensure you fully grasp the issue, and use this opportunity to further tailor your message.

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4 Provide Evidence

When you encounter objections, it's beneficial to provide evidence that supports your product or service. This could be in the form of case studies, testimonials, or data that demonstrates the value and effectiveness of what you're offering. Providing concrete evidence not only addresses specific concerns but also boosts your credibility and can help to overcome skepticism. Ensure that the evidence is directly relevant to the objection raised to make the most impact.

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Rohit Gupta

Head-Insurance Partnerships & PSU@Medibuddy |Angel Investor| Healthcare| Insurance | Sales | Partnerships | Alliances | Strategy|
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Always have evidence ready— 1. data 2. case studies 3. testimonials and anything else that demonstrate the value and effectiveness of your product or service. Address objections by listening carefully, then tailor your response to directly meet the concerns raised.

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5 Explore Alternatives

If objections persist, it's often helpful to explore alternatives with the client. This doesn't mean giving up on the initial offer, but rather showing flexibility in finding a solution that meets the client's needs. Discussing alternatives can reveal underlying issues and lead to a compromise that satisfies both parties. It demonstrates that you are committed to finding the best outcome for the client, which can be a powerful tool in overcoming objections.

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6 Follow Up

After addressing objections, always follow up with your clients. This shows that you value their business and are committed to ensuring their satisfaction. A follow-up can be an opportunity to revisit any unresolved issues, provide additional information, or simply reinforce the relationship. It's also a chance to learn from the experience and refine your approach to handling objections in the future.

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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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Shivang Sharma

Packaging Professional | Doctoral Candidate | International Sales | IPP | FIIB
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No sales negotiation happens without objection. Being assertive (without being rude) might not help with short term goals, but it does definitely help in achieving long term results with your trusted clients and colleagues. For one, it definitely let the other party know that you are not a pushover. Its not easy to stand ground especially in sales where the competition is cutthroat but standing your ground and handling objections is what makes you achieve a true value added sales. Your listening skills and smart communication skills does play a big part in the same. So I highly recommend being assertive where required and standing your ground to be that premium value adding star sales person.

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What do you do if your assertiveness is met with objections in sales?

1

2

3

4

5

6

7

1 Listen Actively

2 Stay Positive

3 Clarify Concerns

4 Provide Evidence

5 Explore Alternatives

6 Follow Up

7 Here’s what else to consider

Sales

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What do you do if your assertiveness is met with objections in sales?

1

2

3

4

5

6

7

1 Listen Actively

2 Stay Positive

3 Clarify Concerns

4 Provide Evidence

5 Explore Alternatives

6 Follow Up

7 Here’s what else to consider

Sales

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