How to Sail Past Objections

We know what you’re thinking - “if they say no, it means no”.

For some of the prospects you’ll speak to this week {insert name}, this is undoubtedly the case. They know their numbers, they have a clear plan for each quarter and have got someone lined up when they’ve hit key performance goals.

OR…

They may just use an objection because you haven’t given them enough information, they need more time and touch points.

What are some of the most common objections that you’ll hear? And how can you overcome them?

1)??? Price. This is perhaps the most common objection. It can usually be down to one of two things. Either they haven’t researched the market value for your services OR they have spoken to a competitor already. TIP : You do not need to undercut or reduce your prices to meet their expectations. You need to communicate your value proposition better and demonstrate what makes you unique.

2)??? Fear. Making an investment or signing a contract is a big deal. People are afraid of change, afraid of commitment and afraid of failure. It’s hard to build trust without worrying about the potential risks of doing so. Outline the positive impacts of change for other clients, as well as working on building their confidence in your capabilities.

3)??? Complacency. Nothing hurts, there’s no pressure to act and everything works just fine. The perfect trio to cause panic in any salesperson! This is where it can be useful to have insider knowledge of their sector. If you can demonstrate what’s coming down the line and what adjustments they need to make, you help them to become more agile, something every business needs right now!

4)??? Consultation. “I’m not able to make a commitment without discussing it with my spouse/business partner/board/accountant”. This is a pretty simple one - just arrange for a joint meeting! Giving them the chance to hear the information and discuss their concerns together will certainly speed up the process. Win win!

5)??? Timing. Sometimes, they are just too busy to think about the disruption of trying something new. That might genuinely be the case. If so, there’s nothing you can do about it. Maybe it’s something you can follow up on in six months time. Or maybe you need to highlight how your service actually takes care of the switch over for them, or how doing something now will save them time in the future. What they will remember though, is how you handle this objection. Show that you respect their time by being brief, and acknowledge how busy they are…after all, you probably understand!

Do you think you could now confidently overcome these objections yourself?

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