Some things you must know about Objection Handling

Handling objections is a crucial aspect of the sales process. Until your prospects understand why your product or service is unique, a "no" is not necessarily a no; it's just a "no for now" based on the current circumstances, which can change over time.?

Therefore, keeping the conversation going and finding opportunities to demonstrate your value is essential.

We reviewed Trellus' call analytics from over 161,000 dials to find the most common objections and the most difficult to overcome–then put our findings together to help you address those objections more effectively.

Here’s what we found:

Table 1

Table 2?

These analytics were aggregated based on the coaching that Trellus has provided to its users throughout 161,500 dials. Of that number, 58,619 calls (2.75%) lasted longer than 30 seconds. These longer calls are fascinating because they tell us how often SDRs can successfully overcome each objection.?

Here are a few tips for handling objections effectively:

• Acknowledge the objection and redirect the conversation back to the main topic.
• View objections as an opportunity to strengthen your relationship with your prospect and approach them with empathy and a customer-focused mindset.
• Remember that objections are not roadblocks; they're simply speed bumps that can be overcome with the right mindset and approach.

Anticipating the most common objections will help you better prepare for sales calls. Reps can overcome even the most difficult objections, and great salespeople know how to turn those objections into opportunities.?

How we bypass some of these common objections:?

1. “I’m not interested.”

There are a few different approaches to getting past this objection. The first is to ask what the prospect is looking for if it’s not your product.?

The second is to dig deeper by asking: “Would you help me understand why?” See if you can uncover the specific reason for their lack of interest. With either approach, focus on asking an open-ended question to keep the conversation going.

You could also try asking:

• Could you give me 27 seconds to explain what we do?
• That’s fair {NAME}, many of my best customers also said they weren’t interested when I first called, but now they have {benefit statement}. Do you mind if I take 27 seconds to explain how we did that??

2. “I don’t have time.”?

The classic “bad time” response.

Start by acknowledging the prospect’s objection, saying, “I understand you’re busy, and I don’t want to take up too much of your time.”?

Then explain why this call will be worth their time. For example, will your solution help them save money or increase productivity??

Clearly explain the benefit, then let the prospect decide whether or not they have a few minutes to discuss it further.

Try the following:

• I’ll be brief… go into your pitch.
• I totally understand.?You weren’t expecting my call.?I’ll be brief and let you get back to your day…
• I totally understand.?You weren’t expecting my call.?When would be a good time to talk about {benefit}??

3. “We don’t have the budget.”

The best way to handle cost objections depends on the underlying issue. It could be that the buyer is unqualified or that they don’t yet see the potential ROI of your product.

Ask them to explain their budget constraints to move the conversation forward. This should help you understand which category they fall into so you can tailor your approach accordingly.?

Try:

• Pause… “that’s not why I called,” pause… go back into your pitch.
• That makes sense; I have nothing to sell you today and was hoping to learn about what you’re doing about {problem space}. Do you mind if I ask you a few questions?
• That makes sense; I have nothing to sell you today and was hoping to learn about what you’re doing about {problem space}; if you answer a few questions, I’ll stop bothering you ;). How does your team handle {problem space}?

We talked about this in our latest Predictable Revenue blog post. We dive into the most complex objections you may face and offers practical tips to help you navigate through them. Check it out. There are even more tips in there.

We often give up too quickly when we hear objections because we are programmed to listen to people, especially those in positions of authority.?

Don't let these objections derail your conversation. Instead, use them to demonstrate your value and build a stronger relationship with your prospects.

Until you arrive at a point of mutual understanding, where you fully understand their situation, and they understand yours, any objections you receive are simply brush-offs.

The key is to keep the conversation moving forward and stay focused on your goals.?

Keep hustling, and remember that objections are just opportunities to show your value and build a stronger connection with your prospects.?