If you work in sales, you know you are going to face objections every now and then. Prospects have a knack for coming up with objections, whether it’s ‘not the right time’, budget concerns, or suited needs
But there are still ways to defend your product against the prospect’s objections, convince them and close the sale successfully.
Skilled sellers have a close rate of around 64%. How you turn your conversion with an unyielding prospect into a done deal is an acquired skill.
Trying to impress your prospects with rich data information, case studies, and how your product solves their problems won’t cut it. You need to be a proficient conversationalist.
A smooth talker if you will.
Judging the buyer’s tone and responding accordingly, researching their needs and telling them what they’d want to hear, calming down a tensed atmosphere, etc are smart techniques you need to execute immediately over a call or in person.
Here are some key actions that help tremendously:
- Build a Repository For Common Responses
- Using Pauses during Conversations
- Validating their Problems & Providing a Solution
- Slowed Down Conversations
- Respectful and Understanding Responses
- Ask Questions
- Record Calls to Revisit and Study
Build a Repository
Most prospects use similar excuses to postpone your meetings or brush you off.
“Now is not a good time,”
“It’s too expensive,”
“You don’t meet our current needs,”
etc are some of the most common objections.
Building a repository of most used objections and documenting with standardized responses that work well for each common objection leaves you with a reference list of quick responses that help you keep the conversation going.
Incorporate responses in your sales engagement platform and then build an automated response workflow.
Using Pauses During Conversations
Rushing a conversation progressively agitates the prospects.
Listen to what they have to say, build up an appropriate response and make it sound genuine instead of responding in a monotone.
Every conversation must sound sincere at your end. Pausing and taking your time with your words helps create a smooth conversational flow.
Remaining calm can give you time to think about what exactly you should say to the prospects that might change their minds.
Slowed Down Conversations
Top sellers recommend reducing your talking speed as this makes your speech sound calm and confident without being too pushy or authoritative.
You should sound like someone who knows what they are talking about. Just like an expert.
Conveying your top results and rich data to compel the prospect to buy your product with a rich tone gauges their attention.
Half of your victory lies in getting your prospects to listen to you.
Respectful and Understanding Responses
Listening carefully will work wonders for you because there is always a loophole in those repeated objections that you can use to turn into an opportunity.
With an automated response system in place, listening to their concerns and answering back with the exact solution can actually impress them.
Listening well can also help you come up with a personalized solution to their problems.
The more respectful and understanding you are of their situation, the more they will consider your offer.
Creating an impression that you understand where they are coming from and offering a quick remedy can turn them into a customer right away.
Validating Their Problems & Providing a Solution
Conducting research on your prospects, knowing their needs, understanding their current requirements, and coming up with a pitch that smoothly expresses how your product can help them with their challenges is a part of your job.
During the conversations, acknowledging their problems, empathizing with their situations, and then providing them with solutions is a great way to turn them into customers.
There is a tactic that makes the prospects feel heard. That is mirroring their objections, like,
“Is the price high for you?”
“Do you really not have time right now?”
“You think product X is better?”
While reiterating the questions you make them feel heard as well as it gives you time to prepare a tight response!
Record Calls to Revisit and Study
There are going to be days when you have really bad calls or meetings. Unexpected questions that you weren’t ready for.
Or situations you didn’t know how to tackle. They happen. You can avoid this by studying these meetings or calls.
Include them in your list of questions so that you can be prepared for the next time.
If there are skilled sellers who have achieved closing rates as high as 64%, then it’s definitely possible for you to follow in their footsteps and gain more closing deals for your business. Learn how to handle objections swiftly and you are good.