Handling objections – “We have a similar solution”

This week week we are highlighting a guest post from Sales Strategist Mark Kitz. Make sure to check out the Demo Daze series we hosted with him on getting more comfortable with sales in the videos below as well:

What does it really mean when you hear this objection?

• Customer does not have time to talk?
• You may not have prepared well enough for the call by doing homework or getting a referral?
• They have a solution in place that has some similarities?

What next?

Focus on learning

Start asking questions! Some you can ask to keep the conversation going and possibly identify an opening:

• How long has it been in place?
• What has the current solution helped you achieve?
• What, if any, challenges have you had with this solution?
• What are your goals for the next 6 months, 12 months?
• Let’s say you read the company is growing rapidly…”How will your company’s rapid growth impact this solution?”

Sometimes open-ended questions like these can get a prospective customer thinking that maybe your solution can provide value…and open their interest.

Plan ahead

Want to address this objection more effectively? When you are preparing for calls with prospective customers, try to find out what solution(s) they have in place that might compete with what you offer. This should help you plan further homework and questions to ask during your calls with customer contacts!

Objections are part of clients testing you as a salesperson and company. They are weighing time, risk and money involved in adding your solution or shifting gears toward your solution...Stay curious!

Questions? Feel free to contact me!

Marc Kitz , Sales Coach?

860-836-8979?

[email protected]?

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Checkout my Sales Coaching blog - https://marckitz.com/