A lot of people consider sales objections as something bad and don’t like to handle them. In fact, they aren’t necessarily something negative. If your prospect comes up with objections it means that they are interested enough in your offer to continue the conversation with you.
Look at this from a different perspective! If you managed to hook a prospect up with your offer but they still have some objections – use it! It’s your chance to handle the prospect’s concerns on spot. Therefore, the chance of closing the sale increases significantly.
Prospects who are totally uninterested in buying your product won’t bother to raise objections and let you handle them.
So, how do you handle objections from your prospects? Below you’ll find a list of easy strategies that will help you with this.
Before we go to the list, it’s worth mentioning that when you hear a sales objection it’s important to address it immediately and in a professional manner. If you don’t address specific objections or false beliefs, the prospect won’t be able to move forward to the purchase.
So, let’s get to the strategies that will help you to deal with sales objections.
1. Use Active Listening
As soon as the prospect raises an objection don’t start persuading them that it’s not valid. Give them a chance to explain their concerns in more detail. Moreover, you need to listen actively to what they are saying. This way you’ll be able to effectively handle the concerns and show your prospect that you were listening.
2. Summarize The Concern
When your prospect is done talking, summarize what you’ve just heard and repeat it back to the prospect. This way you’ll show the prospect that you were listening attentively and make sure that you understood everything correctly. If you misinterpreted something, your prospect will have a chance to correct you.
3. Find Out The Real Reason
Sometimes the first objections you need to handle aren’t the prospect’s real concerns. For example, not everyone will admit that they aren’t ready to pay the amount you’re requesting for your offer. However, they don’t want to show it and will come up with other concerns instead.
Ask a few exploratory questions to get more information about the real reason. Moreover, the longer you engage with the prospect, the more comfortable they feel to talk with you about money.
4. Handle The Objection
Once you understand the objection and make sure that it’s the real one, you can handle it. In most cases, objections are based on the previous bad experience or some false beliefs. The best way to deal with this is by telling stories.
You can share your own experience using Epiphany Bridge Script or success stories of your existing customers to fight the objections of your prospect.
To learn more about the structure of storytelling and Epiphany Bridge Script you can get your FREE copy of the “Expert Secrets” book by Russell Brunson.
5. Get Confirmation
Get the confirmation from the prospect that you answered their concerns fully. You can do this by simply asking, “Does that make sense?” or “Have I answered your concerns?”.
If you get a positive answer, you can move forward with the sales process. If your prospect still has doubts or questions, don’t hesitate to take some time and address them.
6. Go Back To Your Sales Pitch After Handling Objections
If you had to handle objections in the middle of your sales pitch, summarize everything you discussed with the prospect and go back to the planned flow.
After you’ve finished your pitch, check if the prospect has any other objections. If yes, address them, if not – start closing the sale.
To sum it up, sales objections aren’t something negative. They, first of all, show that the prospect is interested enough to engage with you. Handle the objections, crush false beliefs about your offer and you’ll increase the chance of closing the sale.