You have a great product that can solve your client's problem, but they are reluctant to switch from their current provider. How can you persuade them to make the change and choose your solution? In this article, you will learn some effective strategies to overcome their objections and convince them of the benefits of your product.
Before you pitch your product, you need to understand your client's needs, goals, challenges, and preferences. Ask open-ended questions, listen actively, and empathize with their situation. This will help you to tailor your message to their specific pain points and show that you care about their success. It will also help you to identify any gaps or weaknesses in their current solution that you can use to highlight your product's advantages.
Uma forma importante se perguntar mantendo o cliente engajado no diálogo é utilizar a técnica do “backtracking”, utilize parte do diálogo para devolver em forma de pergunta é se aprofundar no tema, ou, devolver parte do discurso do cliente/lead como refor?o de opini?o ou ponto chave, assim você demonstra está atento aos pontos de conversa e a torna mais fluída.
One of the main reasons why clients are hesitant to switch products is that they fear losing trust and credibility with their current provider. To overcome this barrier, you need to establish your own trust and credibility with your client. You can do this by providing testimonials, case studies, or referrals from other satisfied customers, especially those in the same industry or niche as your client. You can also demonstrate your expertise and authority by sharing relevant insights, tips, or best practices that can help your client achieve their goals.
O Matt Dixon no livro “Challenge Sale” nos mostra que o bom vendedor desafiador deve se comportar como um verdadeiro consultor de negócios, mostrando o caminho, assumindo o controle e desafiando o status.
Another key factor that influences your client's decision to switch products is the perceived value and differentiation of your product. You need to show them how your product can deliver more value, better results, or higher quality than their current solution. You can use features, benefits, and outcomes to illustrate your product's value proposition and how it can solve their problem or improve their situation. You also need to show them how your product is different and better than your competitors' products. You can use unique selling points, competitive advantages, or innovation to differentiate your product and create a compelling reason to switch.
Em minhas palestras tenho uma Frase que é considerado por muitos o ponto chave da mudan?a de mindset, “Venda transforma??o e n?o produto” coloque o seu foco no que a sua oferta vai provocar de transforma??o real, as características do seu produto apenas ser?o utilizadas como justificativa racional após a venda estar “decidida” pelo lado emocional do cérebro.
Even if you have successfully shown your client the value and differentiation of your product, they may still have some objections or concerns that prevent them from switching. You need to anticipate and address these objections and risks before they become deal-breakers. You can use logic, evidence, or stories to counter their objections and show them how your product can overcome their challenges or fears. You can also use incentives, guarantees, or trial offers to reduce their risks and increase their confidence in your product.
Cuidado com as antecipa??es de obje??o, elas tendem a ser mais prejudiciais que benéficas em uma negocia??o, entenda o sentido de cada obje??o, dúvida, real, percebida. Nem toda dúvida é uma obje??o as vezes é só uma dúvida e deve ser tratada como.
The final step in persuading your client to switch to your product is to ask for the switch. You need to be clear, confident, and assertive in your request and show them how easy and beneficial it is to switch to your product. You can use a call to action, a deadline, or a limited offer to create a sense of urgency and motivate them to take action. You can also use positive reinforcement, social proof, or reciprocity to influence their decision and make them feel good about switching to your product.
O bom vendedor é capaz de conduzir para o fechamento, do contrário você será apenas um bom apresentador de slides. Nunca saia de uma call sem um próximo passo claro alinhado em dire??o ao seu objetivo.