The Top 3 Tips To Overcome Sales Objections!

One of the biggest obstacles to closing any sale is overcoming the prospects objections. Just like a hurdle race in athletics, getting to the finish line can often require jumping over several hurdles before you actually finish.

Some sales people will take the objection personally or offensively, trying to defend their product or service. Others might just see it as a definitive no, hang up and move on.

Sales objections are inevitable, and whilst there are ways to avoid them, they should be embraced. If a prospect is objecting, it is because they have an interest but they need something more.

The most common causes for sales objections are:

• Knowledge Based: Most often the prospect just doesn't know enough or have enough information and is asking for more.
• Justified Concern: Some objections are justified, such as price being higher than alternative products.
• Hidden Agenda: The prospect has reasons for objecting but won't reveal them to you. This could include wanting to purchase elsewhere.
• Perception: Even though you've explained your product, it doesn't mean the customer has understood and their perception may be different.
• Priority: Timelines change, and it may not be a priority to the customer right now.

There are hundreds of books, articles and tips out there with methods of overcoming objections. I've whittled it down to these 3 top tips:

1) Ask more QUESTIONS

One of the most common objections or reason for objecting is that the prospect needs more information. It's easy to assume that your amazing sales pitch has covered everything, but it's important to remember your customer doesn't know your product like you do. They may also not be fully aware of what they personally need or what would actually benefit them.

A great way to overcome this objection is to ask more questions. Use this opportunity to find out more about what the customer needs and why they need it. By asking questions you are also showing your interest in them and building a strong relationship.

2) Build up VALUE

It's easy to take for granted how much we value our products. Obviously as sales people we have to love our products to sell them, but our customers aren't necessarily going to feel the same. You will need to create their value of your product.

A lot of objections will come from the customer not having the same value of the product as you. They may think it's too expensive or not the best solution to their problem. The best way to overcome these objections is focus on increasing the customers value of the product. If they think it's expensive, show them why it costs more and how that cost is justified. If your customer values your product they are more likely to buy.

3) Create a real NEED

Possibly the best way to overcome any objection is to create more need for what you're selling. Objections such as "We need to think about it" or "We will look into it" showcase a lack of need from the customer. Some sales people misinterpret this and start to just talk about how good their product is. The customer only cares about how it will benefit them so make sure you tie it back to how it will help THEM solve THEIR problems.

If they feel they really need it, they'll buy it. You can create that need by creating a buzz around what you're selling. Show how it has worked for other people, create a passion for it and use that to help over come the objection and close the sale.

These are, in my opinion, the best ways to overcome objections in sales. There are so many other great ways to overcome objections, please write any that have worked well for you in the comments box.

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