If you are in sales, you understand the frustration of trying to make your pitch, only to be shot down by your prospective client with objections or excuses. It happens all of the time, but it is an inherent part of the job. In fact, it is how those objections are handled that separates a good salesperson from a great one. Preparation is key. The best way to combat these kinds of ‘hiccups’ such as closing sales, is to be prepared. First and foremost, a good salesperson will study the product and understand what it is that he or she is selling. Beyond that, it is a good idea to prepare for objections and concerns that will arise to ensure that no questions come as a surprise. Let’s have a look at the five most common objections that can keep you from closing a sale and how to handle them.
“It is Just Too Expensive”
Price is often the first thing that a prospective client is going to want to discuss. It is also not uncommon to get an objection about the price of your product. The key thing to remember here is the importance of patience and listening. Give your future client a chance to object and listen to their concerns. After that, it is a matter of getting them to see the big picture and how your product can help them moving forward.
“I’m Not Ready to Decide Right Now”
When someone says that they are not ready to decide, it usually means that they are just going to need some stronger incentive to close the deal. Do not be afraid to make a soft-sale. Maybe give a one-time offer or discount that can nudge them to make a decision. Closing sales can be tricky if there is too much time taken to make a decision.
“I’m Not Interested in Signing Any Contracts”
A lot of people are leery of getting ‘locked-in’ to a contract. There are several reasons for this, the main reason being that people get nervous about the quality of the product or service. Compared to the commitment that they are about to make. Be sure to ask pointedly-specific questions about the type of contract that they would be comfortable with and what they are expecting of the product. This way, you can negotiate in an honest way to get them what they need to feel comfortable.
“I’m Already Under a Contract With Another Company”
If your prospective client is already under contract with someone else, you can actually use that to your advantage. Ask your prospective client about any grievances or frustrations that they might have. If they have areas that they are dissatisfied in, try to work with them in ways that their current choice is not. If the deal is sweet enough, they just might switch.
“I’ve Had a Bad Experience With Something Like This Before”
This might be a discouraging objection, but it is actually one of the easiest to deal with. This means that with a little prying, you can learn what it is that they disliked. As well as how you can avoid that problem. Be a good listener. If you hear what they actually need, you can work with them and assure them in the ways needed for closing the deal.
Like a Relationship
At the end of the day, making a sale is similar to maintaining a relationship. Listen to what your prospective client has to say, and be willing to compromise in order to make things work. Closing sales can be tough, but with good sales coaching and a willingness to listen, you can be a better salesperson and achieve the goals you are striving to meet. For more information, visit www.thelionconsultant.com.