For many salespeople, one of the most challenging stages of the sales cycle is handling objections. After all, objections can easily feel like rejection, and it can be uncomfortable to talk people out of saying no. However, here’s the big secret: objections are actually good! In this post, we’ll explore three proven sales techniques to help you overcome objections and transform them into a powerful asset.
First and foremost, objections aren’t a “no.” On the contrary, questions and other types of objections are a sign that the prospect is interested in what you’re saying (and what you’re selling). It’s common to experience twice as many objections during a successful sale than during an unsuccessful one, so don’t let a prospect’s uncertainty throw you off track.
When faced with objections, it’s essential to listen completely and without interruption. Beyond being good manners, employing effective listening skills helps to build trust and establish a relationship. Once you’ve heard (really heard) what the prospect has communicated, it’s your turn to guide the conversation.
The 3 Sales Techniques to Help You Overcome (Nearly) Any Objection
Once you’ve listened to what your prospect has to say, it becomes your responsibility to ask the right questions – and continue the conversation. Remember, as long as the prospect continues to engage with you, the sale is still on the table. These reliable sales techniques help you learn more about your prospect and bring you closer to unlocking the secret for closing this specific sale.
The Open-Ended Inquiry
Asking an open-ended question – such as “How do you mean?” – shows that you’re engaged and value their concerns. This little question is incredibly effective in getting people to continue the discussion because it implies that you (or they) may have missed or misunderstood something, and it’s impossible for most people to abandon a positive conversation when they haven’t been fully understood.
The Invaluable Clarification
Asking for clarification – such as “May I ask the reason for that?” – gives you the opportunity to learn something incredibly valuable. The truth is that most prospects do have legitimate concerns and good reasons for objecting to the initial presentation. By clarifying what’s behind their objections, you can find the right positioning for your closing argument, so to speak.
The Feel, Felt, Found Method
“I understand how you feel. Others also felt that way when they heard ABC but found XYZ.” This sales technique ties together three essential elements: 1) understanding and acknowledgement of the objections, 2) normalization and de-escalation of them, and 3) resolution to them. To put it in simpler terms – when a prospect feels that his or her concerns were shared by others but didn’t turn out to be an issue for previous customers, he or she is more likely to abandon their objection.
For more sales techniques and tactics, read our post: The 7 Key Sales Skills Your Sales Team Needs to Master.
Explore Additional Sales Techniques & Sales Strategies with FocalPoint Canada
At FocalPoint Canada, we work with organizations across the country to develop sales teams who are well-trained, effectively managed and fully focused. We guide our clients in overcoming challenges and leveraging opportunities with proven processes and methodologies that have been used by thousands of successful businesses over the past two decades. Our FocalPoint business coaches use their expertise to teach our time-tested methods through individual coaching, group sessions, or trainings and workshops.