How do you succeed in sales? The key to success is maintaining a positive attitude. You’re not trying to sell to the prospect but rather to find a suitable solution to their problems. During this conversation, the prospect will voice objections, and this can naturally be discouraging or frustrating. But you can turn these objections into opportunities to better position your offering as the right solution for them.
Start by Listening
The first thing you should do when your prospect raises an objection is to hear them out. Listen well and repeat back so you make sure you clearly understand them. They are giving you valuable feedback about their concerns. Try to understand the psychology behind the objection.
For example, if the prospect says the price is too high, it may be the expression of a trust issue. They might not be sure that the product is going to adequately solve their problem. You can address this by explaining the features and benefits more fully so that they can imagine what their life will be like using the product. This will be enough to make the price feel more reasonable.
Save Price for Later
Pricing objections are among the most common. Prospects often object that a product is too expensive. This might be because they have a limited budget or they received a lower quote from a competitor. But it also might be that they don’t see the true value of the product. It’s generally best to save pricing discussion for the end of the conversation when they fully understand the product’s unique value.
It’s important that you show your prospect that you’re not just trying to dump a product on them. Be transparent about what you’re doing. Show them that you’re trying to work with them to find a solution. When an objection is raised, address it and take on the part of the customer.
For example, you may find that they’re objecting because they don’t feel they need the product now. Rather than trying to convince them they need it urgently, ask some questions that will clarify their needs. You can then assess objectively and demonstrate to them the value of purchasing now.
Focus on Solutions
When a prospect brings up an issue, the salesperson may naturally delve into product details or features to show how it overcomes the issue. But keep in mind the big picture. Focus on the solution that the prospect is searching for. Address each objection in terms of whether your product offers this solution or not.
Maintain a Positive Mindset
No matter what the objection is, it’s essential to stay positive. Many salespeople get frustrated with these issues, feeling that the person is trying to think of reasons to not buy. But actually, each issue is valuable feedback that is helping you reach the end of the negotiation. Think of it this way and you’ll be better able to handle objections with a positive attitude.