How can you avoid being pushy when handling objections during a product demo?

Avoiding being pushy when handling objections during a product demo is crucial for maintaining a positive and respectful interaction with potential customers. Active Listening: Pay close attention to the objections raised by the prospect. Listen actively to understand their concerns fully before responding. This shows that you value their input. By actively listening during objections, you not only gain a deeper understanding of the prospect's viewpoint but also create a more collaborative and respectful atmosphere. This, in turn, sets the stage for effectively addressing their objections and finding solutions that meet their needs.

Pushy vs Pully: When handling objections, avoid being pushy and consider being pully during a product demo. Being pushy in a product demonstration means using aggressive tactics to force a decision. Being pully means gathering (pulling) root cause issues and presenting benefits and value compellingly to help the prospect make an informed decision. It's critical to listen actively, empathize with the concerns, ask open-ended questions to understand the root cause of issues, provide relevant information to address objections, offer alternative solutions, respect the prospect's decision, and follow up with additional support or resources. Maintaining a collaborative and customer-focused pully approach helps build trust.

I spent many years demonstrating products and dealing with objections, that more often than not were germinating seeds planted by competitors. There's no need to be pushy, just clarify the objection to ensure the customer's understanding is correct. If it isn't then respectfully make the correction, if it is, you may have to accept a weakness in your product and focus on those advantages that specifically meet the customers needs and add value.

Here's what I would do to avoid being pushy when handling objections during a product demo: Listen Actively: Give the client time to express their concerns without interruption. Empathize: Show understanding and acknowledge their viewpoints. Provide Solutions: Address objections by showing how the product solves specific problems. Educate, Don’t Sell: Focus on informing the client about the product rather than hard selling. Ask Questions: Engage the client with questions to better understand their needs. Follow Up: Offer to provide additional information after the demo, respecting their decision-making process. Maintain a Friendly Tone: Keep the conversation light and friendly, avoiding aggressive sales tactics.

La escucha activa es clave para no entrar en batallas con tu prospecto. Para ello, escucha atentamente, no interrumpas y mantén la calma cuando recibes un NO, forma parte del proceso de ventas. Algunos consejos que te puedo dar son: No interrumpas, no uses "peros", no intentes tener la razón ni convencer al prospecto directamente. En cambio, puedes hacer preguntas abiertas, empatizar con el interlocutor, mostrarte abierto y usar el lenguaje no verbal para que la otra persona se sienta más cómoda, asiente cuando habla. Lo más importante es que el prospecto entienda que tu intención es ayudarle, interesate por sus inquietudes y aporta valor cuando hables.

That is the most important component of any discovery sales call. Ask the right questions to build trust (with you as a subject matter expert), restate learned pain points, and validate your possible product/solution fit. That's the way to avoid being a "pushy salesman". First, you haver to listen, navigate with your questions and learn.

This reminds me to the 3 stages of any Objection Handling process: 1. Validate --> Validate what the othe rperson is saying (ex: I understand you are bussy.) 2. Categorize --> Categorize the information recieved (ex: .. but if you are bussy tomorrow...) 3. Ask --> Ask a question that proposes a solution to the objection given (...why dont we have the meeting next Tuesday at 12:00 instead?)

Validar lo que dice el interlocutor es clave para conseguir que baje la guardia y podamos tener una conversación más fluida. (Entiendo lo que me dices, debe de ser complicado lidiar con esta situación ?cómo te hace sentir esto que me comentas?). Es muy importante saber entender la causa de esa objeción y reformular la respuesta del prospecto de una manera que nos permita seguir con la conversación. En este caso, podemos usar técnicas de mirroring para conseguir rebatir la objeción.

Na impossibilidade de aplicar uma metodologia, é possível usar o feeling com inteligência, a partir de uma lista de perguntas que ajude a descobrir o que o cliente valoriza, qual é o problema principal e como sua empresa pode resolvê-lo.

Have you ever gotten angry at someone because no matter how many times you repeat yourself, the other person just doesn't listen? As a coach, I work with clients to focus on the words they hearing without interpretation. If they are hearing an objection, there is usually emotion behind it. While we can't read minds, we can imagine how it would feel to be in that person's position if we have really listened to their words. Stay curious. Start off with "Ok, this is what I hear you saying is...Did I get that right?" They will let you know if correction is necessary. Once they cue you that you got it, validation is the magic to building trust: "Anyone would feel that way." Practice is key for these skills!

When in sales discussion the utmost important step is presentation how do you take a situation as an example and add the benefit to the company you are pitching to and explain it as a real life testimony. I use real life past experiences and explain which are unique and non salesy. There are such incidents when there was no hope to close but by the evidence submitted it took it to closing. Need to also use different examples and evidence for each customer depending on their inquiry

Haz uso del storytelling haciendo referencia a otros clientes con el mismo tipo de problemática y haz que el prospecto entienda como ayudaste a resolver esa situación, eso hará que el cliente entienda que tu objetivo es ayudar.

Primeiro eu uso essa estrutura de vendas: Budget = Or?amento Authority = Autoridade Necessity = Necessidade Timing = Tempo Quando eu estou no momento da conscientiza??o da necessidade eu trago a conversa dados de cases (através de um storytelling) e eu envio uma material mais detalhado (PDF) com dados, depoimentos de um projeto parecido ao do meu prospect.

Slide in some solid proof and perks casually. Show them the facts and perks. It's like sprinkling some magic evidence dust without being too in-your-face. Keep it chill, and let the benefits do the talking. No need to get all pushy – just let the good stuff speak for itself.

In the telecommunication industry, where products and services can be complex, providing tangible evidence and clear benefits is crucial to overcoming objections. As a Team Lead Manager at Benchmark Services, I've found that using metrics such as network reliability scores, speed test results, or customer satisfaction ratings can be very persuasive. Additionally, sharing testimonials or case studies from similar clients can create a relatable success story, demonstrating how your solution specifically addresses the unique challenges faced by prospects in this sector. It's about showing, not just telling, the value your product delivers.

Certas negocia??es chegam em um ponto no qual os decisores se mostram resistentes em decidir sobre a negocia??o. Quando isso acontece, o negócio fica estagnado na etapa final do funil de vendas e os vendedores perdem muito tempo fazendo inúmeros follow-ups com um cliente que apenas “enrola”. Nesse sentido, é necessário ir direto ao ponto e perguntar para o cliente se ele fechará negócio ou n?o. Para n?o parecer grosseiro, rude ou desesperado, é preciso saber exatamente como questionar isso.

Even with the best objective evidence you may sometimes still face resistance from one or several individuals, especially when it may prove the client is incorrect. Occasionally an individual may get defensive upon hearing evidence contrary to what they were believing originally. At these times it's nice to have an agenda of items to discuss, and once you come to a standstill, move on to the next item. Often, the resistance may subside once the individual has time to consider the evidence.

In telecommunication sales, confirming and moving on is a pivotal technique to keep the conversation fluid and customer-focused. After addressing objections, I ensure the prospect feels heard and understood, then gently steer the conversation towards how our solutions can meet their specific needs. This approach not only demonstrates empathy but also maintains a consultative tone, avoiding any pushiness that could jeopardize the relationship. It's about striking a balance between being responsive and guiding the prospect through the sales journey with their consent. -

Depending on the industry you are selling, there might be different objections but I think that every rep could agree on the fact that there is always a list of 5-10 "most common" objections for your industry. A great way to overcome these is to make a list of them, find a solution to the ones you can (prior the conversation with your prospect), qualify the information necessary prepare the others and expect your prospect to ask you about those.

Lo mejor que puedes hacer para resolver las objeciones es avanzarte a ellas. Cuando ves que puede caerte una objeción avánzate y evítala. Eso te dará valor ya que probará que tienes conocimientos y que entiendes la necesidad del cliente.

Anticipating and preventing objections is a strategic approach that can significantly enhance the sales process, particularly in the telecommunication industry where products can be complex and highly technical. Drawing from my seven years of experience, I've found that understanding the unique challenges and pain points specific to telecommunication clients allows for a more tailored and consultative demo. By preemptively addressing concerns such as network reliability, data security, and scalability, you demonstrate not only product knowledge but also a commitment to solving real-world problems, thereby positioning yourself as a trusted advisor rather than just a salesperson.

Thorough research is essential to anticipate and prevent objections during a product demo. Be prepared to address any questions about your product, pricing, and implementation. Use the customer's questions as an opportunity for further discovery, diving deeper into their needs and tailoring your responses accordingly. By being proactive and well-prepared, you can effectively handle objections and guide the demo towards a successful outcome. If the customers see that you are well prepared, they will also have greater trust in you and what you have to say.

In my years with Benchmark Services, I've learned that a product demo is a conversation, not a pitch. Tailoring the demo to address specific pain points and showing genuine interest in the prospect's feedback can transform a standard presentation into a valuable exchange. By actively incorporating their input, you not only refine your demo skills but also build trust. This approach has consistently led to higher engagement rates and a deeper understanding of our telecommunication solutions, ultimately fostering a consultative relationship rather than a transactional one.

When it comes to Objections, we shoud not forget that prospects are not the only ones bringing up objections. Internal objections are the ones that accur within your company (your Manager makes you do soemthing is a certain way, you have to go to some internal process to get something...). There are companies where some times is harder to internally get all the green lights than externally (from the customer). Just a reminder: Any Sales Rep's job is to bring the deal in "no matter what" (in a sense that, you might find obstacles everywhere but it is literally your job to overcome each one of them).

Are you someone who loves the process of learning new skills and quickly applying them? That is awesome but not me. I want easy and fast. So much of what has been posted here does not seem to come naturally to many salespeople. And that is OK!! If these are new skills for you, it may feel clunky and uncomfortable at first. Keep practicing. All habit change has a learning curve. If you need help, have an accountability partner. Or hire a coach. You will be amazed at how much your professional (and personal) life has changed once these skills become intuitive. You just might find yourself less stressed, more focused, and happier overall.