Overcoming objections is arguably the hardest aspect of a salesperson’s job. No matter how much you believe your product could benefit your prospect, you’re often going to end up hearing ‘No’. Here are some of the reasons why you’re getting ‘No’ and some advice on what you can do to overcome it:
Every business owner wants to ring the cash register but if they’re selling crappy products with a high margin, eventually they’re going to get caught out. The solution is to make the sale based on value rather than price.
Spending time selling to the receptionist, junior employee or someone from the wrong department costs you time and money. Getting through to the right person - the decision maker - is crucial.
At first, this seems like the kind of objection that would stop you in your tracks; "oh, they’re already contracted to work with someone else, I’m wasting my time here."
I’ll let you in on a secret: no you’re not! You can glean all sorts of information from a prospect who’s already in a contract. When will they be out of contract? Are they happy with their current supplier? What issues are they facing?
Be sure to make a note of when their current contract is up for renewal so you can get in touch again closer to the time.
Building trust is the no. 1 job of a salesperson, no matter their sector. People buy from people they trust. If you’re going to perfect one skill, make it trust-building.
Everyone’s busy. Many people don’t want to take sales calls. Let’s face it, neither do you when you’re run off your feet!
Now here’s the thing: while this may be true, it doesn’t necessarily mean they don’t need or aren’t interested in what you have to offer. Like all initial resistance statements, what you must do with this objection is to quickly control the situation, assess whether or not your prospect is or can be interested, and then find a way to quickly qualify them.
The secret to overcoming this very common objection is to accept their premise (don’t take up too much of their time) whilst also fitting a couple of qualifying questions in.
Overcoming objections on the phone is one of the hardest aspects of a salesperson’s job. Hopefully, these tips give you some insight into how you can handle some common reasons you’re getting told ‘No’.