Prevention is better than cure
Updated: Apr 8, 2020
Prevention is better than cure, also applies to sales objections.
High sales growth includes anticipating potential objections and stopping them before they start.
Here are 4 proven strategies anticipating common sales objections.
“They need to think about it”
means you did not create enough urgency
Fix: include time frames in your fact finding. Ask questions related any dead lines, start or finish points even if the answers are likely to be aspirational. A deadline focuses mind and creates leverage for salespeople.
“They thought it was too expensive”
means you did not demonstrate enough value.
Fix: confirm the pain points during your re-cap. Explore why the customer is seeking a solution to their problem. Discover the implications on the business of not finding a solution.
“They need to speak to the boss"
means you did not engage with the decision maker.
Fix: qualify your prospect as decision maker or influencer during your fact-finding. In some companies decision making processes are slow, complex and collaborative. In other cases it is quick and central.
“They did not see how the product would benefit them”
means you did not understand their needs.
Fix: fact find relentlessly before presenting any solution. It is easy to fall into the trap of discovering just one pain point. Resist the temptation to offer a solution too early. Cover every angle beforehand instead.
Bonus tip: Recap on the customer's needs and wants, just before you present the solution. This validates not only the presentation, it also explains clearly why you are there.
If you want to know more about objection handling in consultative sales, feel free to drop me a line