Sales objections are the critical reasons why a prospect isn’t agreeing to buy your product. You need to handle these sales objections in a way that the prospect may consider changing his mind. Common sales objections are faced by every salesperson each day. These common sales objections may seem like roadblocks but in turn, they pose an opportunity to engage with the prospects in a different approach with works for them.
There are some common sales objections like brand comparisons, price comparisons, and durability too. It is the art of the brand to overcome and handle the objection.
Here are some common sales objections faced by salespersons;
1. Too expensive
Common sales objections made by the consumer is the price of a product. At such times, stress the value the product will provide to the user. Let them know about the durability, long-term use, and savings in terms of the cost they will enjoy. You will have to pinpoint these features in order to make them rethink the purchase. This is one of the primary and common sales objections made by the customers.
2. Satisfied with the present product
Again, one of the common sales objections is due to the competitive environment we’re facing in this digital age. Explain to the prospects the unique features, excellent quality and the best customer support your company will provide them in comparison to the other brand. Give valid examples of how similar customers existed and how you proved your product is better.
3. Past bad experiences
In this list of common sales objections, there is another objection to consider. The previous negative experiences the consumer has had with similar products. This is your chance of establishing trust and credibility with the prospect and get him converted as your customer. Hear the customer’s concerns and the experiences he’s had. Show them how they won’t have those experiences with you. Show them case studies of previous happy customers.
4. Competitors are better
When facing competition, focus on what sets your product or service apart. Highlight the unique features, superior customer service, or additional benefits that differentiate you from competitors. Offer a trial period or money-back guarantee to give the customer a risk-free opportunity to experience your solution. This is a very tricky situation for you as a brand, learn to handle it with subtleness. These are the most common sales objections after price.
5. Lack of awareness
Less product awareness means the consumer isn’t known about the use of the product. The existence of it is unknown to the product. Ask probing questions to uncover pain points or challenges that the customer may not have considered. Educate them about the benefits and potential opportunities they may be missing out on by not utilizing your product or service.
6. No trust in the brand
When making a sale, trust and a well-known brand is important. Address this objection by providing evidence of your company’s credibility, such as awards, certifications, or testimonials from reputable sources. Offer a trial period or a smaller initial commitment to demonstrate your commitment to customer satisfaction. Show them validations of trust which are known to them. Show sources of your credibility that they are familiar with.
7. Empathy works here
Be an empath, and try to think from their perspective. See how they are visualizing the brand. Understand their expectations from the product and the brand. If the expectations are becoming too high and impractical, let them know the same in a polite manner. Let them also know nobody will give them so much as they’re asking for. Formulate a customized offer for them then and there and seek permission from them to consult with your senior.
8. Create urgency
The prospect may say it is not necessary for him to buy right now. They may say so as they’re looking for some other priorities which other brands are offering and you are not. Listen to them carefully and formulate your answer in terms of the value you are adding by offering them customized options. This may convince them to some extent.
9. Not able to decide
In this stage, the prospect is almost fully convinced that the presented product is good. But, still, a ray of uncertainty remains in their minds. They become hesitant in making the final buying decision. Assure them by offering ongoing support, training, and a dedicated executive if anything goes wrong or the user is finding it hard to operate.
10. Ask for time to think
This is the stage where they’ve started to consider buying the product. This objection often indicates that the customer is not fully convinced or is hesitant to commit. Offer additional information, case studies, or testimonials to address their concerns. Schedule a follow-up meeting to answer any remaining questions and provide reassurance. Validation that people are happy and using the product without any hassles gives the prospect the confidence to make a buying decision.
How to overcome the common sales objections;
1. Active Listening
Pay close attention to your prospect’s objections and concerns. Demonstrate genuine interest and understanding by actively listening to their perspective. This will allow you to address their specific objections more effectively.
2. Empathy and Understanding
Put yourself in your prospect’s shoes and acknowledge their concerns. Show empathy by acknowledging their point of view and validating their feelings. This helps build trust and rapport, making it easier to address their objections.
3. Ask Probing Questions
Dig deeper into the objection by asking open-ended questions. This will help you uncover the underlying reasons behind the objection and gather more information. Use these insights to tailor your response and provide a more relevant solution.
Conclusion:
Remember, every objection is an opportunity to engage with your prospect, understand their needs, and provide tailored solutions. Approach objections with a positive mindset, focusing on building trust, and demonstrating the value your product or service brings. With effective communication and persistence, you can overcome objections and close more sales.
