What do you do if prospects keep throwing objections your way?

One of the best quotes I've heard is: every rejection is a redirection. In my experience, and for many in business, feedback even if it's a rejection is valuable. It helps us understand where to focus our efforts next, If one door closes, it's a sign to look for new opportunities in different fields or with different audiences.

Quando os clientes em potencial continuam lan?ando obje??es em sua dire??o, é importante antecipar todas as obje??es logo no início do fechamento. Dessa forma, as obje??es n?o ser?o uma surpresa no final e você terá mais tempo para discuti-las. O fechamento é o momento em que você tem a oportunidade de abordar as obje??es, por isso, quanto mais cedo elas aparecerem, mais tempo você terá para trabalhar nelas. Muitas vezes, as pessoas passam todo o tempo do fechamento dando argumentos e n?o sobra tempo para lidar com as obje??es. Antecipar e lidar com as obje??es de forma eficaz pode ajudar a superar as resistências dos clientes em potencial e fechar mais vendas com sucesso.

When objections come flying my way, I see them as opportunities rather than obstacles. One instance stands out vividly. A prospect was skeptical about the product's price, citing budget constraints. Instead of pushing the sale, I listened intently to their concerns. This active listening helped me understand their needs better. Thinking outside the box, I proposed a tailored solution that addressed their budget concerns without compromising on quality. By reframing the conversation and aligning our goals, we found common ground. Eventually, the prospect became a valued client, impressed by our dedication to meeting their needs.

When prospects keep throwing objections my way, I see it as an opportunity to refine my pitch and build trust. I address each objection thoughtfully and provide detailed, evidence-based responses to reassure them of the value my product or service offers. Training in objection handling and continuous learning about the product and market also prepare me to handle objections more effectively.

Objections are better than no questions. It tests a salesperson's mettle. From my perspective, these objections offers an opportunity to uncover the real challenges, understand the root cause, analyse your pitch (to ensure its simple & convincing than confusing or complicating). It signals me their interest level. Instead of promptly responding to their objection, I prefer to put myself into their shoes and try to understand the reason behind the ask by asking clarifying questions. Then focus on the value supported by successful case studies, references, material etc. Sometimes, it's best to prepare in advance by doing a bit of research, review past conversations, anticipate possible objections and be ready with structured responses.

It's important to be receptive when someone refutes your offer. If you don't show that you understand their point, your objection won't yield any result.

If you’re in the business it’s rare you’re going to find a new objection, most of the time you’ve heard it before & know how to tackle it. However, there may be some places to practice the challenger sale. 1. Educate: Some objections open up doors for you to bring in insight from your customer conversations eg. have their competitors used your product? Is there an industry insight you’ve uncovered? what do experts (outside of your company) say? 2. Ask challenging questions: Sometimes returning to a prospect with a question that forces them to think can help shift the conversation back to a discussion. For eg. if a prospect comes back to you with pricing concerns, don’t be afraid to ask them what they think is a justified cost and why?

Everyone has their own opinions. It may not be the same as yours, but it is always good to understand their concerns from their point of view and validate the concerns with team members or people in the same organisation to determine whether it is an individual concern or an organisational concern (holistically).

alidate their feelings by acknowledging the objection. This doesn’t mean you agree with the objection, but it shows respect for their viewpoint. For example, you can say, “I understand why that would be a concern,” or “That’s a valid point, and many of our clients have felt that way initially.”

Acknowledge and validate: Let the prospect know you hear them and that their concern is important. This builds trust and rapport. Ask clarifying questions: Don't assume you know what they mean. Ask open ended questions to get a deeper understanding of the objection.

Asking questions is the best way to lead you to where you want to go. However, asking wrong questions may lead you to nowhere.

Once you've listened and acknowledged their concerns, ask questions to dive deeper. This can help uncover the underlying reasons for their objections and provide you with more context to address them effectively. Questions like, “Could you tell me a bit more about why that worries you?” or “Has there been a past experience that makes this a concern?” can be helpful.

Open ended questions: Use open ended questions to get to the root of their concern. For instance, instead of a "yes" or "no" question like "Are you worried about the price?" ask "What are your thoughts on the pricing structure?"

Ask questions, then ask more questions and so on. Keep listening. Be excited that they're engaging with you rather than ghosting you. Get to the true root of the issue, which is usually something personal and emotional to the buyer. Then team up with them on a joint solution to the issue.

Offer Solutions: Once you understand the objection, connect it back to the benefits of your product or service. Explain how your offering directly addresses their concern and provides a solution to their problem. 5. Use Social Proof: Back up your claims with data, testimonials, or case studies that show how your product has helped similar customers overcome the same objection.

Highlight value: Here's where you connect your product's features and benefits to their specific needs. Address how it directly solves their pain points and creates value. Use success stories, case studies, or data to back up your claims. Offer options: If the objection is about price or features, be prepared to offer alternative plans or highlight the value proposition of the current offering.

Sometimes, objections might not be fully resolved in one conversation. It’s important to follow up with additional information or to re-engage at a later time. This shows your commitment to helping them find a solution and maintaining a positive relationship. Keep a record of common objections and how effectively your responses resolve them. This preparation will not only improve your objection handling over time but also help you anticipate potential concerns in future discussions.

In my experience, the right approach is not to seek understanding from our prospect, but rather to understand the customer ourselves in order to address objections correctly.