Have you ever wondered what the most effective sales objection strategies are? Most of them don’t work. That’s why there are so many people looking for sales rejection strategies.
If you’re one of them, you need to read this article right now.
You’ve probably heard this many times before:
“My client is unaware of my product or service..”
Or even “My sales objections are so ridiculous, I can’t believe I even had to deal with them.” These are all valid comments, but they do not answer the most critical question:
What are your sales objections trying to tell you?
To understand your objections, you must be able to recognize their tell-tale signs. For instance, are they just an objection that your prospect is making to prevent you from completing the sale? Or are they an objection that your competitor is making because of a hidden reason?
You need to figure out what it is that your objections are trying to tell you.
What are the most common sales objections?
Most of us have heard them before.
Here’s where my experience as a sales consultant comes in.
(If you’re interested, you can visit my website for more information on how to identify and eliminate all kinds of sales objections.)
All the types of objections described above fall into four categories:
- The First Sale,
- The Motivation Sales objection,
- The Threat Sales objection, and
- The Free Giving Sales objection.
Unless you specifically want the first sale,
- The First Sale is the most common objection you will hear.
- The Motivation sales objection is often given as the question: “What do you want?”
The customer wants something, and they have to get it. Most salespeople recognize this and will try to give the customer what they want, but sometimes it gets to the point where they can’t buy it on their own.
- The Threat sales objection is a sales objection that sounds pretty easy, like “He’ll kill me if I don’t get it.” The problem is that the customer may very well have a legitimate fear of killing him.
Sometimes all they need to overcome the threat is to gain additional information about the potential problem.
If the customer can see that he does have a problem, they are much more likely to buy.
- The Free Giving Sales objection is another one of the most successful sales objections you will encounter. The problem with the Free Giving Sales objection is that there is no reason for the seller to give the customer anything.
The customer has already gotten the product, and they are expecting free service or a discount. To make this argument work,
- You must show that it is not the seller’s responsibility to provide the product.
- They can refuse to sell the product because they are unwilling to pay for it. It is a pretty good argument and usually works well if you have a lawyer working for you.
The No Response objection type is probably the most difficult ones for a salesperson to deal with.
You have a customer who is simply responding to your advertisement. For example, if you have an ad for a local plumber, you might try this approach.
You might say something like, “We are having a plumbing service seminar tomorrow. Would you mind coming to the class and filling out an application?”
Another of the most successful sales objections is when the customer does not want to make a purchase but wants you to talk to them.
What are the most successful sales objections when there is no purchase?
If the customer has no desire to make the sale, it is unlikely that they will make any. Usually, this requires some persuasion on the part of the seller.
Another of the expected sales objections is when the customer is not interested in the product.
How do you deal with this?
It boils down to the fact that you have to figure out what makes them interested in you in the first place.
In many cases, it can quickly be done by talking to them. If that doesn’t work, you may need to consider email marketing or even cold calling.
What are the most effective sales objections?
It’s easy to look at some sales objection strategies and say, “that must be the best, or that must be the worst” – but when you’re just beginning.
- It’s important first to consider what causes objections in your business. Once you’ve identified the main complaints your customers bring up, it’s time to develop sales objection strategies to help you deal with them.
Problems with the sale itself usually cause sales objections.
In other words, people aren’t buying the product or service because of the good things they will get (although this can happen).
- Sales objections usually occur after a poor sale experience, such as not getting enough information about the product, not getting enough price information, finding the cost too high, or getting the wrong order form.
- Most of the time, customers have a few different objections – one for each of these factors.
The solution to this problem is:
The key to solving each objection and turning it into a closing success is knowing your complaint so well that you can practically dissect them and find out why they are holding up the sale.
- You need to know every detail of your objection and know precisely how to address it.
- A sales objection strategy should address each point in great detail. One of the most frustrating things for salespeople is when a customer says, “I don’t need this, but could I have it please?”
It may be an exaggeration, but that’s not an excellent way to close the sale.
Some common examples of sales objections include: – “That looks like a costly camera!” – “Do you need that?” – “You said you would give me a discount, but I see you’re not giving it to me.” – “This product doesn’t fit in with my lifestyle.”
These are all great examples of how to approach your best sales objection so that it becomes an argument that can turn into a closing point.
What are the best sales objections?
In general, it is a good idea to pick something that you strongly believe in. It will make it easier for you to turn your sales objection into a closing point.
If you can find a single thing you don’t mind buying, your sales objections will be much more likely to close.
Sometimes the best sales objection is a simple question.
“Can I have this replaced with this item?” or “How does this make me feel?” can both make a good opening line.
- Another very practical sales objection is to show why it isn’t a good idea.
A typical example of this is “Your price is too high.” Often, the best sales objection is simply an attempt to get you to buy now.
- Finally, one of the best sales objections is motivated by something you have done or are doing. If you have been making an honest effort to improve your sales, this is a vital objection.
Customers appreciate it when you take the time to listen and develop an honest relationship with them. Even if you get them to agree to buy now, it may be because they see that you have made a real effort to improve. The best sales objections come from sincere efforts to do right.
Things you should keep in mind
Another thing you should keep in mind when working on your sales objections is that you don’t always have to have your argument based on logic.
- Sometimes you have to use the power of your personality. For example, you can use a sales objection to get someone to buy something more expensive if you have a huge problem that they are having. It is called a “stitch in time saves nine” objection and can be very effective.
Of course, you should only use this tactic when it is appropriate.
- When you work on your objection skills, it’s important to remember that they are not final.
- You can adjust them to fit your situation and needs.
However, they are a powerful tool that you should always use to the best of your ability. If you don’t use them effectively, no matter how good they are, other people will.
As you continue to work on your objection skills, you will find that the most effective sales objections are the ones you think of yourself as having. When you do that, you will be able to sell anything to anyone. It might mean the difference between success and failure.
If you want to be successful, you need to use these tools to their maximum effectiveness. Once you do that, you will be well on your way to becoming a very successful salesperson.