How do you handle the objections from customers?
A straightforward question like this deserves a to-the-point answer. Per my decade-long experience in sales, I have discovered there are five universal, common objections by customers across various niches and industries. The objections from customers are obvious once you learn what they are, but they need to be handled delicately.
Let’s explore those objections and their solutions.
Objection #1: No Time/Too Busy
Objection #2: Seen it already
Objection #3: Not Interested
Objection #4: How do I know this isn’t a scam
Objection #5: Let me think about it
I am sure you must have experienced the above objections as they are common in most industries.
The best way to overcome an objection is to first accept it, and then tackle the situation without arguing. You should try to identify the root cause of the objection from the customer and then solve it, but sometimes the root is not what you might think if you only listen to the customer’s words and not the tone of the situation.
Be as communicative as you can, but be sure to do that professionally. Show that you care for the customer and respect his/her objection. Also, show that you have a willingness to overcome that objection in a respectful manner. Don’t react differently to it, whether by getting suddenly nicer and more accommodating or getting more assertive and curt. Both are suspicious.
Undoubtedly, you have to disagree with the customer, if they object about something that is factually wrong, or that you disagree with as a salesperson of your product. However, merely proving the customer wrong is not going to convince them to buy, usually. They have to be proved wrong gracefully, in a way that shows both your consideration for them and confidence in yourself.
I have a lot to discuss on this topic but that could make this answer lengthy. In case you are interested, you can read my article, “5 Deep-Seated Customer Doubts That Kill Your Sales (And How to Erase Them)” on my website.
In conclusion, to overcome objections you should give value to the prospect and understand their concerns. The post I mentioned above will definitely help anyone who is looking for answers to this question that get the best response rates.
Feel free to reply if you need more clarification.