At Intelemark, we understand that sales objections are a part of the sales process. We also know that it’s important to be equipped with the right strategies to overcome them. That’s why we created this guide on how to overcome sales objections in four simple steps.
Step 1: Listen Fully to the Objection
The first step in overcoming sales objections is to listen fully to what your customer is saying. This means taking the time to truly understand their needs and concerns. It’s important not to jump in and try to answer their questions before they have finished speaking. Instead, take a moment and really listen to what they are saying. Ask clarifying questions if needed and ensure that you have a full understanding of their objection before moving forward with any solutions or responses.
Acknowledge Their Concerns
It’s also important for customers to feel heard and understood. Acknowledge their concerns by repeating back what they said or restating it in your own words. This helps build trust and rapport between you and your customer which can be essential when overcoming objections.
Step 2: Get Back To Value
Once you have listened fully and acknowledged their concerns, it’s time to get back to value. Focus on the benefits of your product or service instead of just listing features or technical specs. Customers want solutions that will help them solve their problems, so focus on how your product or service does just that!
Focus On The Benefits
When discussing the benefits of your product or service, make sure you focus on the ones that are most relevant for your customer’s needs and objectives. Try not to get too bogged down in details as this can lead customers away from focusing on the value of your offering.
Step 3: Competitor Pressure
Many times, customers might bring up competitors as a way of getting a better deal than what you are offering. In these situations, it’s important not to get defensive but rather, stay focused on the value you offer and why it is different than other offerings available in the market. Explain how your product or service stands out from competitors without bashing them directly or getting into price wars if possible.
Focus On Your Unique Selling Point
Make sure you highlight any unique selling points that set your product or service apart from competitors such as exclusive features, superior quality, excellent customer service etc.. Be prepared with examples if needed so you can clearly explain why yours is better than others available in the market place.
Step 4: We’re Done
Once you have discussed all the necessary points related to overcoming objections, it’s time to wrap things up by thanking your customer for their time and asking for an actionable next step such as scheduling a follow-up call or meeting etc.. Make sure you clearly state what they need to do next so there is no confusion about expectations going forward
Stay Positive & Professional
It’s important throughout this process that you remain positive and professional even if the customer has been difficult during negotiations or questioning certain aspects of your product/service offering etc.. Being professional will help maintain a good relationship with them going forward which may come handy in future dealings with them either directly or indirectly through referrals etc..
As one of the top B2B appointment setting companies with over 20 years experience providing highly customized campaigns for demand generation & lead nurturing, Intelemark understands how crucial it is for businesses today to equip themselves with effective strategies for overcoming sales objections & closing deals successfully. We hope this guide serves as an effective resource for all our clients & partners looking for ways on how best they can handle tough conversations & objections while still maintaining strong relationships with customers.
Step 1: Listen Fully to the Objection
Sales objections are a normal part of any sales process, and it’s important that you listen fully to what your customer is saying. It’s easy to jump to conclusions or make assumptions about what they’re saying, but this can lead to misunderstandings and missed opportunities.
The best way to start is by simply asking questions. This will help you understand the objection better and also give you an opportunity to probe deeper into the customer’s needs and concerns. Make sure you listen carefully and take notes so that you can refer back to them later.
Understanding the Objection
Once you have listened fully to the objection, it’s time to start understanding why it has been raised. Is there something specific that has caused this objection? Are there other factors at play? What is the customer trying to achieve with this objection?
These are all important questions that need answering in order for you to be able to effectively address the objection. Take some time here to really understand what is going on before moving onto the next step.
Clarifying the Objection
Once you have a good understanding of why the objection was raised, it’s time to clarify exactly what it is that needs addressing. The customer may not be aware of all of their options or may not have expressed their concern clearly enough for you to understand. Clarify exactly what it is that needs addressing in order for you to move forward with a solution.
This step should also involve getting confirmation from the customer that they have understood your explanation and are happy with how things have been clarified. This will ensure that both parties are on the same page before moving onto the next step in overcoming sales objections.
Step 2: Get Back to Value
Once you have fully listened to the customer’s objection, it is important to get back to the value of your product or service. This is an effective way of overcoming sales objections because it allows you to refocus the conversation on why your offering is beneficial for them.
Understand Your Customer’s Needs
In order to get back to value, it is essential that you understand your customer’s needs and how your product or service can help meet those needs. Take some time to ask questions and listen carefully to the answers in order to gain a better understanding of what they are looking for.
Explain How Your Offering Helps Meet Their Needs
Once you have a clear understanding of their needs, explain how your offering helps meet those needs. Focus on the benefits they will receive from using your product or service and be sure to highlight any unique features that make it stand out from other offerings.
Be Prepared with Examples
In addition, be prepared with examples of how your product or service has helped other customers in similar situations. This can help provide additional evidence that your offering is the best solution for them and will help overcome any remaining objections they may have.
Step 3: Competitor Pressure
When a customer brings up the competition, they are likely trying to compare you to other companies. It’s important to be able to handle this situation with confidence and demonstrate why your product is superior.
Acknowledge the Competition
The first step is to acknowledge that competitors exist and have their own strengths. This shows the customer that you understand their concerns and are willing to discuss them openly.
Highlight Your Strengths
Once you have acknowledged the competition, it’s time to focus on what makes your product or service unique. Talk about how your features are different from the competition and why those differences make your product better. Be sure to emphasize any advantages that your product has over the competition, such as better pricing or more features.
Be Prepared for Questions
Customers will often ask questions about how your product compares to others in terms of quality or price. Be prepared with facts and figures that demonstrate why your offering is superior. It may also help to provide examples of customers who have successfully used your product or service in similar situations.
Step 4: We’re Done
At this point, you should have addressed the customer’s objections and provided them with a solution that meets their needs. Now it is time to wrap up the conversation. Summarize what you discussed and thank the customer for their time. Ask them if they have any other questions or concerns before moving forward.
If they don’t have any additional questions, then it’s time to close the sale. Explain how you can help them move forward and provide them with any necessary information they may need to make their decision. Let them know that you are there to answer any additional questions they may have after making their purchase.
Conclusion
With these four steps, you can confidently manage sales objections and increase your chances of closing deals. Remember to remain calm and listen carefully, focus on the value your product offers, address competitor pressure, and wrap up the conversation by summarizing what was discussed and asking for any additional questions before closing the sale.
At Intelemark, we understand that sales objections can be difficult to overcome. That’s why we’ve developed a four step process to help you address any objections that come your way. By listening fully to the objection, getting back to value, addressing competitor pressure, and letting the customer know you’re done with the conversation, you can quickly and effectively handle any objection.
We believe that these four steps will help you become more confident in handling objections and ultimately close more deals. With our 20 years of experience in demand generation and lead generation, Intelemark is here to provide highly customized and well-crafted campaigns that will connect your business with the people who want what you have to offer. We are committed to understanding your brand so we can align our strategies and sales support efforts for measurable brand optimization with every campaign we launch.
Contact us today to learn more about how Intelemark can help you overcome sales objections and close more deals!