Sales – turn objections into arguments and hit your targets!
Posted: Mon Dec 23, 2024 4:50 am
First of all, it is important to say that working in sales requires multiple skills, a high level of argumentative repertoire and empathy. In addition, you need to know your product or service as well as your potential client. This combination will help you to get your arguments and negotiations right.
Reading Time – 16 minutes
That said, let's look at other points about how objections can be fuel for argument triggers to make sales and hit targets.
The most common objections in the context of those who work in sales, regardless of the product or service, are:
It's not a priority.
I already have a supplier for that.
We will think about it and get back to you soon.
We don't have the funds to invest in this right now.
I need more time to analyze the proposal.
I'm not interested, but I appreciate your time.
I did some price research and got a lower quote.
Can you leave this presentation for me to take to the board? Just saying, I don't know if they'll approve it.
The first thing the salesperson needs to internalize is: it is not a personal issue. In other words, it is not a seller vs. buyer or customer. The logic of a sale is: you have a solution for the other party who has a problem.
Sales – A relationship of trust
Before approaching a potential customer, you need whatsapp mexico number to study them. This will make it easier to establish rapport, connection and empathy with the other party.
Knowing a little about psychology, body language and NLP – Neurolinguistic Programming will certainly help any sales team achieve results more efficiently.
After all, people give signals about what they need or when they are not being completely truthful. Another important point is to get the person to “get a taste of your solution.” We are not talking about free samples or trial periods yet. The idea here is to use the storytelling technique . In other words, you put the person in the story using your solution to imagine how their life would be easier with your product or service. This technique triggers mental triggers that make the person at least a little interested and more willing to listen to your proposal.
Attention! It is easier to overcome an objection at the beginning of the sale than in the final negotiation phase.
To establish a relationship of trust, it is necessary to present the company and as much social proof as the seller has. All resources are valid. In other words, customer testimonials, product or service tests, reputable brands in the market that are partners of the company, among others.
Having the contact to strengthen the relationship and provide the person with content also generates credibility, authority and trust.
When you approach the customer, have relevant questions ready so that they realize that you have researched their market and your competition. This will make it easier to counter the objection about “a cheaper quote”. While asking questions, listen carefully to the answers. They can be powerful tools for countering objections. In addition, at this point the salesperson, in a way, “takes control” of the situation.
Objection is not rejection
It is not a priority
In this case, in general, it is a typical response of someone who is willing to listen to the proposal. It is time for questions. Try to extract as much information as possible, subtly and without arrogance. What would be the priority now? How long do you think it will take for this to become a priority? Do you believe that this product or service is important for your business? Or would it make processes easier? Do you understand that you would benefit from such a product or service?
Finally, remember that you studied the client beforehand. Listen carefully to their answers. They may be the key to the negotiation or the proof that it should be a priority.
I already have a supplier for that
This is a delicate objection. After all, it would be unethical to divert a partner or remove them from the competitor's portfolio. The purpose of the market should always be to join forces. However, you can conquer another part where the current supplier is, with some differential that they do not have. Instead of wanting everything for yourself, you add partnerships.
A good way to get around this objection and try to get a slice of the pie is to offer a trial period of your product's unique features that complement what they already have. On the other hand, if what you sell is a service, showing that your solution is in line with what they already have, enhancing the result, is a way to spark the customer's interest and trust.
For example, you sell a software system for data integration. But it already has a data capture and storage system. However, yours works on user-friendly multiplatforms and integrates data even if the customer purchases another system. The customer does not need to change suppliers, they just need to add technologies. One end helps the other. In other words, one solution complements the other.
Or, you provide technology training services. Consulting will certainly optimize processes and will reflect in the results.
Let's think about it and get back to you soon.
Classic but easy to get around, with market volatility, people know that there is no time to think too much. After all, from one month to the next, the cost of inputs and personnel costs have been suffering economic impacts. This is a good argument. But be careful not to turn it against you. Saying, for example, that you can hold off on this negotiation is a way of limiting how long this “thinking” can take. This way, the seller can even better prepare for the next approach.
On the other hand, when a prospect asks to think about it, it is a sign that they are interested but want to analyze it further. Or, they have doubts. It is time to ask questions. Investigate why you need time and whether there are other people involved in the purchase decision. Sometimes this time is to consult other people, or even do research.
Listen carefully and organize a follow-up. Calmly suggest materials where the client can obtain more information and ensure at least contact so that you can speak again in a week.
Here it is worth remembering emotional intelligence. Every salesperson has a “feeling”. Feel yours! And of course, it is always good to have a good offer that creates the famous “sense of urgency.”
We don't have the funds to invest in this right now.
This objection follows more or less the same line of thought as when a potential client says, “It’s not a priority.” However, here you can suggest a spreadsheet to organize the priorities of funds. Bring a proposal for payment facilities. Propose financial consulting. But, before any proposal: Ask questions! Asking questions and listening attentively generates an exchange of empathy. A client who feels heard provides valuable information.
I need more time to analyze the proposal
This objection follows more or less the same line of thought as when a potential client says, “We’ll think about it and get back to you soon.” Again, it’s worth asking if they have any questions, suggesting materials for reference, and making yourself available. Make sure you have the contact information of the person with the decision-making power and get back to them soon. Once again, this type of objection needs to be handled with emotional intelligence. Using a sense of urgency every time can “scare away” the prospect.
I'm not interested, but I appreciate your time.
When a more direct and blunt objection like this arises, it is worth taking the conversation to a more informal level, not insisting and always trying to contact the decision maker for future contact. Insistence in these cases can lead to blockage. Send materials to remind yourself. In other words, go back to the top of the funnel.
I did a price search and got a lower quote
Be sensitive here. It's very common, and it's something that every sales team hears and should be prepared for. But to overcome this, it's essential to have done a thorough case study. In other words, study your own competitor and your client's business. You have to know what you have that your competitor doesn't. And more than that. Know what you can offer the customer in addition to delighting them beyond the monetary issue.
For example, here at the agency, it is very common to find this objection regarding the prices of websites, Inbound Marketing packages or even customized communication, media and social media packages. What we usually do is turn the spotlight on what we have best: our team and tools!
In addition to ease, payment flexibility, etc., we never say negative things about our competitors. Quite the opposite. There are situations in which we recommend and suggest partnerships.
The key here is, as mentioned in other objections, to ask questions. In this case, ask whether the competitor's contractual criteria are in line with the client's needs or even with what you are offering, as this draws attention to an added value that the person had not noticed.
Reading Time – 16 minutes
That said, let's look at other points about how objections can be fuel for argument triggers to make sales and hit targets.
The most common objections in the context of those who work in sales, regardless of the product or service, are:
It's not a priority.
I already have a supplier for that.
We will think about it and get back to you soon.
We don't have the funds to invest in this right now.
I need more time to analyze the proposal.
I'm not interested, but I appreciate your time.
I did some price research and got a lower quote.
Can you leave this presentation for me to take to the board? Just saying, I don't know if they'll approve it.
The first thing the salesperson needs to internalize is: it is not a personal issue. In other words, it is not a seller vs. buyer or customer. The logic of a sale is: you have a solution for the other party who has a problem.
Sales – A relationship of trust
Before approaching a potential customer, you need whatsapp mexico number to study them. This will make it easier to establish rapport, connection and empathy with the other party.
Knowing a little about psychology, body language and NLP – Neurolinguistic Programming will certainly help any sales team achieve results more efficiently.
After all, people give signals about what they need or when they are not being completely truthful. Another important point is to get the person to “get a taste of your solution.” We are not talking about free samples or trial periods yet. The idea here is to use the storytelling technique . In other words, you put the person in the story using your solution to imagine how their life would be easier with your product or service. This technique triggers mental triggers that make the person at least a little interested and more willing to listen to your proposal.
Attention! It is easier to overcome an objection at the beginning of the sale than in the final negotiation phase.
To establish a relationship of trust, it is necessary to present the company and as much social proof as the seller has. All resources are valid. In other words, customer testimonials, product or service tests, reputable brands in the market that are partners of the company, among others.
Having the contact to strengthen the relationship and provide the person with content also generates credibility, authority and trust.
When you approach the customer, have relevant questions ready so that they realize that you have researched their market and your competition. This will make it easier to counter the objection about “a cheaper quote”. While asking questions, listen carefully to the answers. They can be powerful tools for countering objections. In addition, at this point the salesperson, in a way, “takes control” of the situation.
Objection is not rejection
It is not a priority
In this case, in general, it is a typical response of someone who is willing to listen to the proposal. It is time for questions. Try to extract as much information as possible, subtly and without arrogance. What would be the priority now? How long do you think it will take for this to become a priority? Do you believe that this product or service is important for your business? Or would it make processes easier? Do you understand that you would benefit from such a product or service?
Finally, remember that you studied the client beforehand. Listen carefully to their answers. They may be the key to the negotiation or the proof that it should be a priority.
I already have a supplier for that
This is a delicate objection. After all, it would be unethical to divert a partner or remove them from the competitor's portfolio. The purpose of the market should always be to join forces. However, you can conquer another part where the current supplier is, with some differential that they do not have. Instead of wanting everything for yourself, you add partnerships.
A good way to get around this objection and try to get a slice of the pie is to offer a trial period of your product's unique features that complement what they already have. On the other hand, if what you sell is a service, showing that your solution is in line with what they already have, enhancing the result, is a way to spark the customer's interest and trust.
For example, you sell a software system for data integration. But it already has a data capture and storage system. However, yours works on user-friendly multiplatforms and integrates data even if the customer purchases another system. The customer does not need to change suppliers, they just need to add technologies. One end helps the other. In other words, one solution complements the other.
Or, you provide technology training services. Consulting will certainly optimize processes and will reflect in the results.
Let's think about it and get back to you soon.
Classic but easy to get around, with market volatility, people know that there is no time to think too much. After all, from one month to the next, the cost of inputs and personnel costs have been suffering economic impacts. This is a good argument. But be careful not to turn it against you. Saying, for example, that you can hold off on this negotiation is a way of limiting how long this “thinking” can take. This way, the seller can even better prepare for the next approach.
On the other hand, when a prospect asks to think about it, it is a sign that they are interested but want to analyze it further. Or, they have doubts. It is time to ask questions. Investigate why you need time and whether there are other people involved in the purchase decision. Sometimes this time is to consult other people, or even do research.
Listen carefully and organize a follow-up. Calmly suggest materials where the client can obtain more information and ensure at least contact so that you can speak again in a week.
Here it is worth remembering emotional intelligence. Every salesperson has a “feeling”. Feel yours! And of course, it is always good to have a good offer that creates the famous “sense of urgency.”
We don't have the funds to invest in this right now.
This objection follows more or less the same line of thought as when a potential client says, “It’s not a priority.” However, here you can suggest a spreadsheet to organize the priorities of funds. Bring a proposal for payment facilities. Propose financial consulting. But, before any proposal: Ask questions! Asking questions and listening attentively generates an exchange of empathy. A client who feels heard provides valuable information.
I need more time to analyze the proposal
This objection follows more or less the same line of thought as when a potential client says, “We’ll think about it and get back to you soon.” Again, it’s worth asking if they have any questions, suggesting materials for reference, and making yourself available. Make sure you have the contact information of the person with the decision-making power and get back to them soon. Once again, this type of objection needs to be handled with emotional intelligence. Using a sense of urgency every time can “scare away” the prospect.
I'm not interested, but I appreciate your time.
When a more direct and blunt objection like this arises, it is worth taking the conversation to a more informal level, not insisting and always trying to contact the decision maker for future contact. Insistence in these cases can lead to blockage. Send materials to remind yourself. In other words, go back to the top of the funnel.
I did a price search and got a lower quote
Be sensitive here. It's very common, and it's something that every sales team hears and should be prepared for. But to overcome this, it's essential to have done a thorough case study. In other words, study your own competitor and your client's business. You have to know what you have that your competitor doesn't. And more than that. Know what you can offer the customer in addition to delighting them beyond the monetary issue.
For example, here at the agency, it is very common to find this objection regarding the prices of websites, Inbound Marketing packages or even customized communication, media and social media packages. What we usually do is turn the spotlight on what we have best: our team and tools!
In addition to ease, payment flexibility, etc., we never say negative things about our competitors. Quite the opposite. There are situations in which we recommend and suggest partnerships.
The key here is, as mentioned in other objections, to ask questions. In this case, ask whether the competitor's contractual criteria are in line with the client's needs or even with what you are offering, as this draws attention to an added value that the person had not noticed.