As a salesperson, you probably expect a fair share of objections during the sales process. A potential buyer might have many different types of hang-ups, but with the correct planning, you can be prepared for all of them. Objection handling in sales is all about doing your homework beforehand so you can help alleviate concerns and instill confidence in your buyer. In fact, if you’ve done your job correctly, your customer shouldn’t have any objections in the first place! In the end, you are helping improve their life or business with your product. So, when it comes to handling objections, these are the things you need to keep in mind.
You’re Fighting the Status Quo
Change is inherently scary. We never know what is on the other side of a significant change. Sticking to the status quo is what drives many different objections. If you want to be successful, it’s crucial to understand that nobody wants to change unless it will benefit them. It’s your job to show prospects that they can’t afford to stick to the status quo for a second longer.
Imagine you are a nutritionist selling a new protein powder. People won’t buy your product if they think they will stay the same or, worse, lose muscle mass. They already seem to be doing just fine without it, so why rock the boat or go against the status quo? However, if your product will help them see more muscle gain in only a few weeks, they might be willing to change. Objection handling in sales should be about showing your customer the problem with staying with the status quo and why they need to change if they want to reach their ideal future state.
Objection Handling in Sales Is All About Challenging a Buyer
When an objection arises, you need to stand your ground. You know that your product works, and you know that it is a good fit for your potential buyer. When they object to the price or timeline, you need to put your knowledge about their situation to use. That’s why it’s so crucial you do your prep work beforehand and have studied the buyer’s current situation.
Take our nutritionist, for example. If someone is hesitant about getting the protein powder because they want to stick with what they have, the nutritionist can say, “You said you want to gain 2 pounds of solid muscle mass without feeling bloated. Your current supplement hasn’t been successful. This protein powder will do exactly that. I don’t see where the problem lies.” When you can challenge a buyer like this, you put them on the spot. Do they want to achieve this goal or not? If they are honest with themselves, they’ll see that they don’t have a reason to object to your product.
Virtual Sales Training Can Teach You to Handle Price Objections
You know what your product is worth, and you shouldn’t have to lower the cost for price objections. Instead, you can use the skills that some of the best virtual sales training can teach you. It is important to have discovered your buyer’s current state and their desired future state first. That way, you know the value of the gap your product will bridge. If a customer tries to get a lower price on the protein powder, our nutritionist can remain calm. They can show how the protein powder will benefit the customer’s life. It will help them hit their daily protein goal, it tastes great, and it will be a part of their long-term athletic success. With all of these factors in mind, it’s clear the buyer isn’t purchasing a supplement. Instead, they’re essentially buying bigger muscles and more effective gym sessions. The price is well worth the results in this case.
If you have done your research, you can discover the gap between a buyer’s current and future states and use that gap to highlight the value of your product. Then, you will be able to stand your ground and challenge price objections. With the right sales training, you can master these skills.
About A Sales Growth Company
Businesses don’t operate the same way they did decades ago. So why are sales teams still using tactics from the ’50 and ’60s? The world of sales is constantly changing, and you need to evolve with the times to be successful. A Sales Growth Company can help you and your team modernize your approach to selling. They can update your sales methodologies with B2B and SaaS sales training built for the modern world. A Sales Growth Company teaches their innovative Gap Selling method through in-person and virtual sales training. They focus on the most critical aspects of the selling process, from objection handling in sales to ditching product-centric selling. From top to bottom, they can help transform your team.
A Sales Growth Company can help teach you how to handle objections at https://salesgrowth.com/