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Last updated on 2024年7月27日

What do you do if your Outside Sales pitch hits a wall of client objections?

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In outside sales, encountering client objections is as common as the handshake that begins the meeting. It's a pivotal moment that can either make or break a deal. But don't see it as a dead end; instead, view it as an opportunity to delve deeper into your client's needs and concerns. The key is to approach each objection with patience, understanding, and strategic thinking. By preparing for potential pushbacks and maintaining a positive, solution-focused attitude, you can turn objections into opportunities for further discussion and, ultimately, agreement.

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Joshua Kleiman

Charter Communications | Residential Market Development

1 Listen Actively

When faced with objections, your first instinct might be to jump in with a counter-argument. Instead, take a moment to actively listen. This means giving your full attention, acknowledging the client's concerns without interruption, and showing empathy. By doing so, you not only gain a clearer understanding of the objection but also build rapport with the client. Listening actively demonstrates that you value their opinion and are not just there to make a sale but to find a mutually beneficial solution.

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Joshua Kleiman

Charter Communications | Residential Market Development
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Give the client your full attention. Let them express their concerns without interruption, showing that you value their input.

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Jerry Mulcahy

Experienced Sales Professional
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Listen to their objections and ask questions. Usually the objections you get 1st off are just your average run of the mill objections....."I have to talk to my wife, the price is too high, I'm just looking.....etc" You've got keep digging by asking questions to uncover what's really happening and the only way to get there is by listening.

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2 Clarify Concerns

Once you've listened, seek to clarify the client's objections to ensure you fully understand their perspective. Ask open-ended questions that encourage them to elaborate on their concerns. This step is crucial as it helps uncover the root of the objection, which may not be immediately apparent. Clarification also shows the client that you are taking their concerns seriously and are committed to addressing them, laying the groundwork for a more productive dialogue.

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Joshua Kleiman

Charter Communications | Residential Market Development
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Gain a deeper understanding of their objections by asking open-ended questions. This can reveal underlying concerns and provide context for their hesitation.

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Jamie Drake

I am an experienced Account Executive, with European experience. I have taken the personal time I needed, when my Mother fell I’ll, and passed away. I am now searching for my next adventure.
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When I am being challenged with nothing but objections, this tells me that the Client has had a very bad experience. I try to ask questions, so that I understand where their concerns come from, and then try to show them how we will work together, differently, to ensure that they have a good experience and we have a good relationship.

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3 Empathize Sincerely

Empathy goes a long way in outside sales. When clients raise objections, express genuine understanding and acknowledge their point of view. This doesn't mean you agree with the objection, but it shows respect for their feelings and positions. Conveying empathy can help diffuse tension and create a more collaborative atmosphere where the client feels heard and understood, which is essential for moving past objections.

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Joshua Kleiman

Charter Communications | Residential Market Development
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Validate their feelings by acknowledging their objections. This helps build trust and shows that you understand their perspective.

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4 Reframe Positively

After understanding and empathizing with the client's objections, it's time to reframe them in a positive light. Highlight the benefits of your product or service that directly address their concerns. Use logical reasoning to guide the conversation back to how your offering can solve their specific problems or meet their needs. A positive reframe shifts the focus from what cannot be done to what can be achieved, opening up avenues for agreement.

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Joshua Kleiman

Charter Communications | Residential Market Development
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Help the client see the objection in a different light. For example, if cost is an issue, emphasize the long-term value or cost savings your solution offers.

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5 Offer Solutions

Objections are often calls for help in disguise. Now that you've reframed the client's concerns, offer concrete solutions that cater to their needs. Tailor your response to directly address each objection, showcasing your product's features or your service's flexibility. If the objection is due to a misunderstanding, provide clear and concise information to correct it. Offering solutions demonstrates your commitment to the client's success and your ability to adapt to their unique situation.

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Joshua Kleiman

Charter Communications | Residential Market Development
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Suggest alternative options or adjustments that may better meet their needs, whether it’s a different product, pricing model, or customized service.

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6 Follow Up

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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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Joshua Kleiman

Charter Communications | Residential Market Development
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When faced with client objections, actively listen and acknowledge their concerns. Ask clarifying questions, provide relevant information, and reframe the objection positively. Offer tailored solutions and share experiences. Maintain a positive attitude, know when to step back, and follow up to keep the conversation going.

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What do you do if your Outside Sales pitch hits a wall of client objections?

1

2

3

4

5

6

7

1 Listen Actively

2 Clarify Concerns

3 Empathize Sincerely

4 Reframe Positively

5 Offer Solutions

6 Follow Up

7 Here’s what else to consider

Outside Sales

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What do you do if your Outside Sales pitch hits a wall of client objections?

1

2

3

4

5

6

7

1 Listen Actively

2 Clarify Concerns

3 Empathize Sincerely

4 Reframe Positively

5 Offer Solutions

6 Follow Up

7 Here’s what else to consider

Outside Sales

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