Mastering Sales Objections: 5 Empathetic Strategies for Handling "We're Going to Get Other Bids"

The Set Up:

Encountering objections is a very natural and normal part of the sales process. And I bet, one of the most common objections you hear is, "We're going to get other bids." This is a phrase that can send a shivers down any salesperson's spine. Especially if you don't know what to do about it. Good news though, there is a way. If you can handling this objection with finesse, you can turn it into an opportunity rather than a roadblock. Let's take a look into five empathetic strategies that will not only address this concern but also strengthen your relationship with your prospects and clients.

1. Listen Actively, Respond Empathetically: When your prospect expresses their intention to seek other bids, it's crucial to listen actively and empathetically. Acknowledge their concern and as Grant Cardone teaches in Cardone University, Always, Always, Always Agree. Try something like, "I understand wanting to explore all options to make the best decision." This shows that you respect their decision-making process and value their perspective. Empathy and agreement goes a long way in building rapport and trust.
2. Highlight Your Unique Value Proposition: Rather than viewing other bids as competition, use them as an opportunity to showcase your unique value proposition. Emphasize what sets your product or service apart from the rest. Whether it's superior quality, exceptional customer service, or innovative features, make sure your prospect understands why choosing you is the best decision for them. Paint a vivid picture of the benefits they'll receive by working with you.
3. Offer to Address Concerns: Assure the prospect that you're committed to addressing any concerns they may have. Offer to be there for them and support them during their process. Make sure to provide additional information, clarify any doubts, and arrange follow up meetings to continue the discussion of their specific needs. When you demonstrate your willingness to go the extra mile to meet their requirements, you alleviate their apprehensions and build confidence in your ability to deliver.
4. Provide Social Proof and Testimonials: Nothing speaks louder than satisfied customers. Share success stories, testimonials, and case studies that highlight the positive experiences of clients who have chosen your product or service over others. Real-life examples serve as powerful evidence of your credibility and effectiveness. Encourage the prospect to consider the experiences of others who have benefited from working with you.
5. Create a Sense of Urgency: While it's important to respect your prospect's decision-making timeline, help them towards action by creating a sense of urgency. Highlight any time-sensitive offers, discounts, or incentives that they stand to miss out on if they delay their decision. By gently reminding them of the value of acting promptly, you encourage them to prioritize their decision-making process.

The Wrap Up

Handling the objection, "We're going to get other bids," requires a delicate balance of empathy, confidence, and persuasion. By actively listening, emphasizing your unique value proposition, addressing concerns, providing social proof, and creating a sense of urgency, you can effectively navigate this common sales challenge. Remember, every objection is an opportunity to showcase your expertise and strengthen your relationship with potential clients. Embrace the challenge, and watch your sales soar!

A Call To Action

This leads to a question. If there were very specific techniques and word tracks that you could use to close the deal without having to roll the dice on the client shopping and giving you the last shot and you ending up in a price war with a race to the bottom, would you want to know what those are?

Of course. And Cardone University has those word tracks available for you and a live daily training call with the Cardone U team to help you practice handling this objection and getting a decision on the spot. Check out https://cardonesolutions.com/cardoneufree for a free trial and immediate access to Cardone U to get the answers you need.

David Bradley is a 10X Training Facilitator & Coach with Cardone Training Technologies. For more information on creating a culture of learning, development of proficiency, handling objections and real time situational training solutions, call??310-777-0352; fire off an email to [email protected] or visit https://cardonesolutions.com/coaching