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How to Handle Objections

Nov 05 2015, by PEOPLE in Sales

Every salesperson knows that overcoming objections is a normal part of the sales process. Prospects often have concerns about how your service will work with their business. Sometimes your prospects will even object to a meeting with you. Salespeople need ways to handle objections from their leads. Otherwise, you wouldn’t be making any sales. However, it is also important to set up a boundary and not cross that line when you are trying to overcome objections.

When that first hesitation or outright rejection from your prospect comes out, you need to do what you can to change their mind and convince them that they want to work with you. Listen to their concerns and show them how you can address them. Salespeople would never get anywhere if they simply shrunk away when a lead starts offering objections. Many salespeople even find that some of their best clients started out as the ones who initially rejected them. It’s always worth a shot to ask them to reconsider.

If your lead agrees to hear you out, give it your best and explain why you and your service or product will be help their business become even better than it is now. Even if they do agree to hear what you have to say, they may offer another objection or a flat out rejection. Seasoned salespeople know not to give up here, though. If your prospect offers a second objection, you may in turn make a second plea. The key here is to remain very respectful so that your prospect doesn’t feel like you are bullying them into making a decision. This will leave a sour taste in their mouth and possibly encourage them against working with you. Not to mention, it could damage your reputation as a salesperson.

There is one important mistake to avoid when it comes to handling objections. As tempting as it may be, salespeople should not attempt to overcome a third objection. Even if you attempt to address the prospects continued concerns as respectfully as possible, pushing too many times quickly goes from resolving issues to arguing. You will no longer seem persistent and determined but disrespectful and pushy. Your prospect will not want to work with someone who disrespects and ignores them. This shows your lead that you are only interested in your outcome and not what they want and need. At this point you’ll have to let it go and respectfully walk away. You don’t want to become the kind of salesperson that prospects try to avoid.

Sales is all about building relationships but you can’t put your desire to make a sale or book an appointment above building a long-term relationship. Relationships that start out on a sour note are likely to not last very long. You will have another chance to win a new client some other day. Don’t be one of those stereotypical pushy salespeople and know when to accept your prospect’s objections but don’t give up too soon.