Whether you’re a business owner or sales professional at a company, you’ve experienced sales objections. Quite simply getting objections is just par for the course. There are a few very common sales objections that derail sales newbies and entrepreneurs alike. After all, some folks see sales objections as personal rejection…and that is typically not the case. However if you understand human nature and the get to know who you are selling to, you’ll have better insight on how to deal with objections as they come up. In an effort to aid you in the process, I’d like to give you a little insight into a few of what I consider to be the top sales objections business owners face and how to handle them.
- Understand No doesn’t Always Mean No.
In most sales conversations, the prospect enters the process on guard with natural resistance. Many folks feel uncomfortable with the idea of being sold. Some people even associate negative connotations with the entire sales process in general. Therefore their human-nature, defense mode kicks in and the natural response to any product or service being pitched to them is simply “no”.
If you are someone who gets offended easily, you probably are a bit put off when you get the “no” response in a sales situation. Typically the response no, is code for one of three things; the prospect is uninterested, stuck or confused and needs more information.
If you use the “no” response as an opportunity to engage further with the prospect, nine times out of ten you will learn valuable information that will help you to position a sale at later date.
- Excessive Requests for Follow Up Means You’ve Hit a Brick Wall.
When a sales prospect repeatedly asks you to follow up with them over and over again, it’s no secret, they are putting you off. For whatever reason, they haven’t decided to say no but have decided to say yes either. What is happening is the prospect has decided to postpone the sales process with you. A lack of priority on the prospective buyers’ behalf means they are not anywhere close to making a buying decision.
When someone persistently asks for more information or continues to schedule and reschedule follow up appointments, it should be an indication to the seller that he or she has skipped a step in the sales process. When someone fails to buy or fails to show up for an appointment to hear your pitch, somewhere along the line they have not been convinced of the value of the product or service being sold. When people understand and respect the value of something they tend to buy without hesitation or at the very least express interest in purchasing at a later date. This only happens when they fully believe there is great value in the product or service being offered.
- When the Prospect Expresses Uncertainty, that’s Code for Lack of Clarity.
A confused mind never buys. When someone is uncertain if a particular product or service will serve its purpose or address a specific problem favorably, they more than likely will not buy. This hesitation means the prospect is confused, unclear and uncertain why they should buy. This uncertainty is an indication that you the seller have not done enough fact finding in the pre-sales process.
No matter what sales objections you face, the key is to observe all signs and signals so that you can address them head on. The more experience you obtain in dealing with sales objections the closer you will be in growing revenue in your business as well as being able to predict your closing ratio.
Remember, even the most seasoned sales pro’s get objections and no one is exempt. The key is to seek understanding of the prospects situation and respond accordingly.
Now it’s time for you to share your perspective with me. What’s your two cents? What is one of the top sales objections you’ve experienced and how did you overcome it? I’d love to hear your stories.
Did this article help you? If so, leave me a comment below. I’d love to hear from you.
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Lori A. Manns is an award-winning, marketing, sales coach and business strategist who works with small business owners to help them elevate their brand, get more clients and grow revenue. Lori A. Manns is CEO of Quality Media Consultant Group and founder of the Trailblazer Business Academy™ where advancing entrepreneurs go to learn business growth strategies the soulful way. Lori is also the creator of Sponsorship Sales Secrets System; ™ that shows you how to get more sponsors and sales for your business, guaranteed. To purchase consulting services on marketing, advertising or sales and, learn how to increase your revenue and grow your business; please visit the small business solutions page on www.qualitymediaconsultants.com.
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