Overcoming Sales Objections: Techniques to Turn a “No” Into a “Yes”
? John Lee, Certified Sales Leader ?
I implement sales infrastructure, process and accountability to drive aggressive growth for owners ready to change. I help EOS run companies fill the Sales Leader ROCK. Sales Consultant & Trainer
Ask any sales professional and you’ll understand that sales objections are a normal part of the sales process. Frustrating, of course, but normal. But while not every sales call will end with a sale, many (and perhaps most) sales objections can be overcome if you enter into interactions armed with a strategic understanding of common objections and ways to confidently manage them.
What is a Sales Objection?
Simply put, a sales objection is any response from a customer or prospective buyer that stalls any aspect of the salesperson’s presentation of their solution’s features, benefits, and cost. A sales objection does not necessarily mean the sale is lost; only that more discussion and “selling” is necessary to overcome the objection(s).
Three Essential General Rules for Overcoming Sales Objections
Before exploring specific ways to overcome common sales objections, it’s important to understand universal best practices to use in any sales situation:
Common Sales Objections and How to Overcome Them
Perhaps the most common sales objections fall into these categories: price, need, time, competition, and authority. Here’s how to overcome these types of sales objections:
? Price Objection
Stated objection: "Your product/service is too expensive."
To overcome the “price” objection:
? Need Objection
Stated objection: "We don't really need your product/service."
To overcome the “need” objection:
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? Time Objection
Stated objection: "I'm too busy to consider this now."
To overcome the “time” objection:
? Competition Objection
Stated objection: "I like your competitor's product/service better."
To overcome the “competition” objection:
? Authority Objection
Stated objection: "I need to consult with someone else about this before we can make a decision."
To overcome the “authority” objection:
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?? The Bottom Line
Successful sales strategies include effective objection-handling techniques. While not all customer “pushback” can be overcome, by listening to and understanding objections, and responding respectfully using these situation-specific methods for handling objections, you can potentially build a solid customer relationship.
Want to get better at overcoming sales objections? Consider sales team role-playing before meeting with prospects.? Click here to connect with me for training program options.
Residual Income-Transformation Coach | Pivot & Time Freedom Trainer
2 个月Good common sense info. I had scripts on my desk my first few years as an entrepreneur 34 yrs now??)…former Oregonian always a DUCK ALUMNI???? ? John Lee, Certified Sales Leader ?
Differentiate & Grow Sales with Customized AI & AI Sales Tools, I AM A BUILDER, I DO THE WORK, Outsourced VP of Sales & Advisor, Fractional Sales, Help Business Owners & CEOs GROW SALES,, Build Sustainable Sales Models
2 个月John Great Stuff you are doing in Portland and Oregon, thank you for sharing.