Sales objections and stalls can be frustrating and costly, but they don’t have to be. With the right approach, you can overcome any objection or stall and move the sale forward. In this article, we’ll discuss some of the most common objections and stalls, as well as strategies for overcoming them. We’ll also provide tips for staying positive and motivated during the process.
Handling Stalls
When a prospect stalls, it’s usually because they’re not quite ready to make a buying decision. There are many possible reasons for this, but the most common ones are:
- The prospect is not sure if your product or service is a good fit for their needs.
- They’re not sure if they can afford your product or service.
- They’re not sure if now is the right time to buy.
- They’re not sure if they can trust you or your company.
If you can identify the reason why the prospect is stalling you can take steps to overcome it. For example, if the prospect is worried about affordability, you might be able to offer a payment plan or discount. If they’re worried about fit, you might be able to provide more information or demonstrations. If they’re worried about trust, you might need to build up your credibility with them.
Whatever the reason, it’s important to remain positive and focused on moving the sale forward. Be patient and understanding, and remember that every prospect is different. Some will be ready to buy immediately, while others may need more time. Keep in mind that there’s no such thing as a “typical” buyer, so don’t try to force the sale. Just keep providing value and gradually erode the prospect’s objections until they’re ready to buy.
When it comes to sales, objections and stalls are inevitable. In fact, they’re a good sign that you’re on the right track. After all, if you’re not getting any objections or stalls, that usually means you’re not pushing hard enough.
But just because objections and stalls are inevitable doesn’t mean they’re easy to deal with. In fact, they can be quite difficult to handle precisely because they are so vague, unformed, and undefined.
But there is a way to overcome sales objections and stalls effectively. And it starts with understanding the objection behind the objection.
Here’s a 6-step process you can use the next time you’re faced with a stall or objection in a sales situation:
Step 1: Relax and smile. When your prospect offers a stall, relax. Sit back and smile. Let your prospect observe that you are comfortable and unsurprised by what has just been said.
Step 2: Explore the real reason. When you’ve relaxed and smiled, it’s time to start exploring the real reason behind the objection or stall. This is where active listening comes in handy.
Start by asking questions that help the prospect elaborate or further explain the stall. Listen carefully to what the prospect says. The prospect’s answers will often help you uncover the deeper objection.
Step 3: Acknowledge the prospect’s position. Once you’ve explored the real reason behind the objection, it’s time to acknowledge the prospect’s position. This doesn’t mean that you agree with the objection. It simply means that you understand where the prospect is coming from.
Step 4: Get specific. After acknowledging the prospect’s position, it’s time to get specific about what you can do to address the objection. This is where your product or service knowledge comes in handy.
Step 5: Qualify. Once you’ve addressed the objection, it’s time to qualify. This means making sure that the objection is truly resolved and that there are no other objections or stalls lurking beneath the surface. To do this, simply ask the prospect if they’re still interested in taking things further. If they are, great! You can move on to the next step. If not, you know there’s still more work to be done.
Step 6: Answer the real objection. Finally, it’s time to answer the real objection. This is where you need to be completely honest with the prospect. If you’re not sure what the real objection is, ask the prospect directly. Once you know what it is, address it head-on.
By following these six steps, you’ll be able to effectively overcome sales objections and stalls, and move one step closer to closing the deal.
If you find yourself in a sales stall, it’s important to remember that the goal is to uncover the real objection, not to combat the stall itself. Once you know the reason the prospect is hesitating to take action, you can address that concern effectively.
Objections as Buying Signals
An objection from a potential customer can be seen as a buying signal. This means that the customer is interested in your product or service, and is taking the time to ask questions and raise concerns. While it can be frustrating when faced with objections, remember that they indicate that the customer is thinking about buying from you.
When you encounter an objection, take the time to listen to what the customer is saying. Try to understand the reason behind the objection, and see if there is a way to address it. Remember that not all objections can be overcome, but it’s important to try to satisfy the customer’s concerns whenever possible.
By treating objections as buying signals, you can turn them into opportunities to close the sale. Be patient and courteous in dealing with objections, and stay focused on helping the customer reach a decision.
Most objections fall within six basic categories. If you learn to handle these objections you will never be at a loss for an effective response:
- Product objection
- Objection to salesperson
- Company objections
- Hesitancy to make a decision
- Service objection
- Price objection
To position yourself to be able to combat any of these objections learn to categorize them and develop responses you can use to answer them. Write out the responses you would use for each objection and commit them to memory. Practice delivering each one until they sound natural and spontaneous.
Handling Objections
When you encounter an objection, don’t get defensive. Instead, take a deep breath and approach the objection as an opportunity to close the sale.
Listen to what the customer is saying, and try to understand the reason for the objection. See if there is a way to address it. Many objections can be overcome, but not all of them can be. Be patient and courteous with the customer, and stay focused on helping them reach a decision.
Use this six-step plan to be able to counter any objection:
- Listen carefully; hear out the prospect. Don’t interrupt; let them finish. Repeat back what you’ve heard to ensure understanding. Acknowledge the objection; thank them for bringing it up. Overcome the objection with a benefit-driven solution. End with a call to action or next steps.
- Acknowledge the prospect’s point of view. You might say something like, “I understand how you feel” or “I can see why you would think that.” Locate points of agreement. You might say something like, “You’re right, our prices are higher than the competition. But what if I could show you that our quality is better?” Take responsibility for any misunderstanding. You might say something like, “I’m sorry if I gave you the wrong impression.” Offer a benefit-driven solution.
- Confirm your understanding of the objection. You might say something like, “So you’re concerned that our product is too expensive?” This step helps to ensure that you are on the same page as the prospect, and also gives you time to formulate your response. Acknowledge the objection. You might say something like, “I can see why you would be concerned about that.” This helps to defuse the prospect’s defensiveness and shows that you are listening to their concerns.Offer a benefit-driven solution. This is your chance to address the objection head-on. You might say something like, “Our product may be more expensive, but it’s also of a higher quality and will last longer.”
- Select a specific technique. You’ll need to decide which technique you’re going to use to address the objection. There are many different techniques, and the one you choose must fit both the prospect and the objection. No one technique works all the time, and no single technique works best for all prospects. There are so many variables in selling that not every objection can be answered satisfactorily. You have only seconds to decide which technique you’ll use. Under no circumstances should you allow the prospect to feel that the objection has bothered you.
- Answer the objection. Once you’ve selected a technique, answer the objection directly. Remember to keep your response benefit-driven.End with a call to action or next steps. Never leave an objection unanswered. Always end with a call to action or next steps. You might say something like, “Are you ready to move forward with the purchase?” or “Can I schedule a delivery for you?” There are many different ways to handle objections. The key is to be prepared with a game plan, so you can face them head-on and overcome them with ease.
- Attempt to close. If the close is not completed, continue the interview. If the close is completed, end the interview. There are many different techniques that you can use to overcome objections, but the key is to be prepared with a game plan so you can face them head-on. By using a trial close before continuing, you can test the waters to see if the prospect is ready to make a decision. And by always ending with a call to action or next steps, you can ensure that the objection is never left unanswered.
Countering Objections
When someone raises an objection, it’s important to have a response ready. There are a few different techniques you can use:
- Use the “feel, felt, found” formula. This is a great way to show that you understand the other person’s point of view. You can say something like, “I can see that you’re feeling frustrated because this change affects your work. I found that when I made this change, my work actually improved.”
- Admit the objection, then counter it. This approach can be effective if you want to show that you’re reasonable and open to discussion. You might say, “I understand that you’re concerned about the cost of this change. But I think the benefits outweigh the costs.”
- Ask why or a specific question. If you’re not sure what the objection is, you can ask for more information. For example, you might say, “Can you tell me more about why you don’t want to make this change?” Or, “What specifically concerns you about the cost?”
- Try the playback or paraphrase method. This approach can help you make sure you understand the other person’s point of view. You might say, “So what I’m hearing is that you don’t want to make this change because it will be too difficult.”
Handling the Price Objection
The best way to handle a price objection is to understand why the prospect is objecting in the first place. If they feel like they can get a better deal from a competitor, try to match or beat that competitor’s price. If they feel like the product isn’t worth the asking price, explain what features and benefits the product offers that make it worth the investment. Ultimately, you want to make sure the prospect understands that your company priced its products so they would sell, and you’re never afraid to ask for the full value of your offering. With a little understanding and creativity, you can turn a price objection into a sale.
Below are four strategies that will help you avoid price as an obstacle:
- Postpone the price objection. By talking about price too early, you are giving the prospect an opportunity to object and potentially lose interest in your product or service. By waiting to discuss price until after you have presented the value of your offering, you can better overcome any objections based on cost. If you start talking about price before you’ve had a chance to show the value of what you’re offering, you’re giving the prospect a chance to object. And that might just kill their interest in your product or service. So it’s always best to wait until after you’ve presented the value of your offering to discuss price. By doing so, you can better overcome any objections based on cost.
- Use the lowest common denominator. When you’re trying to get a prospect to see the value of your product or service, it’s often helpful to break the price down into smaller, more manageable chunks. This makes it easier for them to understand and accept. For example, if you’re selling a software program for $1,000, you might try explaining that it’s only $83 per month. Or if you’re selling a service that costs $500, you might explain that it’s only $25 per week. By breaking the price down into smaller chunks, you can make it more palatable for the prospect and increase the likelihood of a sale. Offer discounts or financing options. If a prospect is having trouble seeing the value of your product or service, you might try offering a discount. This can help to make the price more palatable and increase the likelihood of a sale.
- Emphasize your exclusive features. If your product or service has features that are unique to it, be sure to emphasize those. This can help the prospect see the value of your offering and make them more likely to purchase it. Show greater interest in the prospect than the competition. One way to overcome a price objection is to show a greater interest in the prospect than the competition. This can be done by asking more questions and really getting to know their needs. By showing a genuine interest in the prospect, you can build trust and increase the likelihood of a sale. Go out of your way to isolate other needs of the prospect for which you can provide assistance. If a prospect is objecting to you price, it’s likely because they don’t see the value of what you’re offering. But if you take the time to understand their needs, you might be able to isolate other areas where you can provide assistance. This can help build trust and increase the likelihood of a sale.
- Make comparisons. If you’re selling a superior product, make sure the prospect knows it. By emphasizing the quality of your offering, you can help the prospect see the value of your product or service and overcome any objections based on price. Use logic. When you’re trying to overcome a price objection, it’s important to use logic. This means making sure you have the facts to support your claims. If you can show the prospect that your product or service is a good value, you’re more likely to make the sale.
The objection is not the end of the sale, it’s just the beginning. When you hear an objection, don’t take it personally. It’s not about you, it’s about the prospect and their needs.
The best way to handle objections is to anticipate them before they happen. If you know what objections your prospect is likely to have, you can be prepared with a response that will address their concerns. Be confident in your product or service. If you believe in what you’re selling, the prospect will pick up on that and be more likely to buy.
Always be ready to answer objections with a benefit-focused response. When you can show the prospect how your product or service will solve their problem, they’ll be more likely to buy. Never give up. If you believe in your product or service and are confident in your ability to sell it, you’ll eventually overcome any objections.
Disagree Without Being Disagreeable
When you hear an objection, it’s important to stay positive and avoid getting defensive. Don’t get angry or argue with the prospect. Agree that the objection is a valid concern, and then offer a solution that resolves their objection.
For example, if a prospect says they don’t have the budget for your product, agree that budget is a concern, and then offer them a payment plan that works for them. Be sure to listen to what the prospect is saying, and let them know that you’re taking their concerns seriously.
If you can show the prospect that you understand their concerns and are willing to work with them to find a solution, they’ll be more likely to buy from you.
Handling objections is an essential skill for any salesperson. If you can anticipate and address the prospect’s concerns, they’ll be more likely to buy from you. Stay positive, agree with their concerns, and offer a solution that resolves their objection. Be sure to listen carefully to what they’re saying, and let them know that you’re taking their concerns seriously. When you handle objections in a confident and professional manner, you’ll increase your chances of making the sale.