Whether you’re in a management role or a salesperson, you’re probably familiar with the feeling of rejection. It’s a natural reaction when a deal falls through or a client expresses dissatisfaction with your product or service.
The key to success in sales is not avoiding objections, but rather, learning how to respond to them. If you can overcome obstacles, you’ll be able to build relationships with clients and increase your likelihood of success.
Here, we’ll explore what sales objections are and how you can overcome them.
1. Align yourself with the customer
One of the most important things you can do as a salesperson is to build a relationship with your potential customers. This starts with understanding the customer’s needs and concerns and demonstrating that you have their best interests in mind.
This is especially important when you’re trying to overcome objections. If the customer doesn’t feel like you understand them or their concerns, they’re not likely to be receptive to your sales pitch.
Before you start trying to overcome objections, take the time to get to know your customer. Ask them questions about their business, their goals, and their concerns. The more you know about them, the better you’ll be able to address their objections and make the sale.
2. Don’t fear the word “no.”
If you’re so worried about hearing the word “no” that you avoid it altogether, you’ll never make it in sales. Sales is a numbers game, and you’re going to hear “no” a lot.
But that doesn’t mean you should give up. Instead, use the word “no” to your advantage. If a prospect tells you “no,” ask them why. This will give you valuable insight into their objections, and it will help you tailor your pitch to better meet their needs.
You can also ask if there’s anything you can do to change their mind. Sometimes, prospects will tell you “no” simply because they’re not ready to buy. If you can find out what’s holding them back and address their concerns, you may be able to turn that “no” into a “yes.”
3. Don’t rush through sales objections
When a prospect presents a sales objection, it’s easy to want to gloss over the issue and move on. But that will only make the prospect feel like you’re not taking their concerns seriously.
Instead, give the prospect the time and space they need to explain their sales objections in detail. Then, you can ask clarifying questions to make sure you understand the issue completely.
Once you’re both on the same page, you can start working on a solution.
4. Don’t push back
The last thing you want to do when you hear an objection is to argue. You must avoid the temptation to push back on the prospect.
Instead, acknowledge the objection and thank the prospect for bringing it up. This shows that you’re listening and that you respect the prospect’s opinion. It also buys you some time to think about how you want to respond.
5. Identify the real reason for the objection
In some cases, the sales objection a prospect raises may not be the real reason they’re hesitant to make a purchase.
For example, if a prospect says they can’t afford your product, the real concern could be around the value of your product. They may not see the return on investment your product will bring.
To uncover the real reason for the objection, ask open-ended questions that help you get to the root of their concern. Then, use that information to address the real issue and move the conversation forward.
To dive deeper into understanding these concerns, consider the best time to post on TikTok to share testimonials or case studies that directly address similar objections from your audience. This helps build trust and shows the value you’re providing.
6. Offer alternative options
In some cases, your prospect may not want to purchase because they don’t see the value in what you’re offering. In this case, you can offer alternative options. This is a great way to show your prospect that you understand their concerns and are willing to work with them to find a solution.
For example, if your prospect is worried about the cost of your product, you could offer to break the cost down into smaller, more manageable payments. Or, you could offer to give your prospect a discount if they agree to sign a long-term contract.
By offering alternative options, you can show your prospect that you’re willing to work with them to find a solution that meets their needs. This can help you overcome their objections and close the deal.
7. Don’t hesitate to reach out for help
If you’re not sure how to handle a sales objection, don’t be afraid to ask for help. After all, you’re not expected to know everything.
If you have a sales manager or more experienced colleague, ask them for advice. They’ve likely encountered similar objections and can provide some guidance on how to respond.
You can also use your sales tools to help you out. For example, if you’re using a CRM, you can look at the data to see how other reps have handled the objection. You can also use the information in your CRM to tailor your response to the prospect’s specific situation to move them faster through the sales pipeline.
8. Focus on what the customer is saying
When a lead raises an objection, it’s easy to become defensive. After all, you’ve worked hard to get to this point in the sale, and you don’t want anything to hold up the deal.
But, if you get defensive, you’re not going to get anywhere. Instead, listen to what the customer is saying and acknowledge their concerns.
Focusing on the customer will help you build trust and show that you’re committed to finding a solution that works for them. This will help you overcome their objections and seal the deal.
9. Use social proof to overcome sales objections
Social proof is the idea that people will adapt their behavior based on what they see others doing. When it comes to sales, it means using evidence of customer satisfaction to help ease the minds of prospects who have sales objections.
There are a few different ways you can use social proof to your advantage. Testimonials are a great way to show prospects that other people have had success with your product or service. You can also share case studies or customer reviews to help build trust.
Another way to use social proof to your advantage is to share information about your company’s success. For example, you could mention how many customers you have or how much revenue your company has generated. This can help show prospects that you are a credible and trustworthy company.
10. Ask for referrals
If you’ve done everything you can to overcome an objection and the prospect still isn’t ready to move forward, ask for a referral.
If the prospect isn’t interested in your product, they may know someone who is. If the prospect is interested but can’t move forward for some reason, they may know someone who can help.
Either way, asking for a referral is a great way to keep the conversation going and to get new leads.
11. Make sure the customer is the right fit
The customer may have an objection because they are simply not a good fit for your product or service. If the customer is not the right fit, you will save time and resources by not moving forward.
Qualify the customer by asking questions and doing your research. You can also use a sales qualification tool to help determine whether the customer is a good fit for your product.
12. Don’t be afraid to walk away
The worst thing you can do when faced with sales objections is to get defensive, pushy, or aggressive.
If you’re not careful, you can end up talking yourself out of a sale. Instead, be prepared to walk away. Let the prospect know that you don’t want to waste their time or yours, and that it’s okay if they’re not interested in your product or service.
By being willing to walk away, you show the prospect that you’re not just in it for the sale. You’re there to help them find the best solution for their needs, even if it’s not your product or service. That can build trust and credibility, and it can also create a sense of urgency that can help you close the sale.
Conclusion
Sales objections are a common — and expected — part of the sales process. They don’t have to be a roadblock to closing a deal, though. By using the techniques we’ve outlined above, you can address your prospects’ concerns and move the sale forward.
