7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]

Summary

This video script offers seven strategies for overcoming common sales objections. It emphasizes the importance of preemptively avoiding objections by focusing on value and understanding customer needs. The script advises against defensive responses and instead encourages asking probing questions to uncover the root of objections. Topics include addressing price concerns, timing issues, and the need for internal discussions, with the goal of maintaining control and guiding the sales conversation effectively.

Takeaways

• 🧘 The essence of overcoming sales objections is to avoid them from arising, as objections often signal a problem in the sales process.
• 💡 When faced with the objection 'Your price is too high,' it indicates a failure to sufficiently demonstrate the value of the product or service during the sales process.
• 🗣️ To preemptively tackle the 'price is too high' objection, focus on creating and communicating value, ensuring the prospect understands the benefits that justify the cost.
• ⏰ If a prospect says 'This isn't a good time,' it may mean that the importance and urgency of the decision have not been effectively communicated.
• 👥 Hearing 'You should discuss this with my subordinate' suggests that the conversation might be too detailed for the decision-maker's level, indicating a need to discuss higher-level issues.
• 📅 'Can you call me back next month?' is often a dismissal tactic; it's crucial to establish value and urgency before such an objection arises.
• 💸 'We don't have the budget' can stem from either talking to the wrong person in the organization or failing to convey the value of the solution effectively.
• 🤔 'I'd like to think this over' might be a stalling tactic; ensure that the decision's importance and the solution's value are clear to avoid this objection.
• 👥 'I need to run this by some other people' implies a lack of understanding of the prospect's decision-making process; it's vital to identify all decision-makers early on.
• ✅ Responding to objections with questions rather than justifications can lead to a deeper understanding of the prospect's concerns and help in navigating the sales process more effectively.

Q & A

What is the key to overcoming objections in sales according to the script?

The key to overcoming objections in sales is not to actually overcome them but to avoid them from happening in the first place.

Why is it problematic when a salesperson hears the objection 'Your price is too high'?

Hearing 'Your price is too high' indicates that the salesperson hasn't demonstrated enough value to justify the price, which means they are already in trouble.

How can a salesperson create value in the conversation to justify the price?

A salesperson can create value by solving a significant challenge for the prospect, understanding the upside value if the challenge is resolved, and showing the real cost of the challenges the prospect is dealing with.

What should a salesperson do if they hear the objection 'This isn't a good time'?

If a salesperson hears 'This isn't a good time,' they should ask questions to understand why it's not a good time and explore the importance of the decision and the prospect's decision-making process.

How can a salesperson avoid the objection 'You should discuss this with my subordinate'?

A salesperson can avoid this objection by ensuring the conversation is at an appropriate level for the prospect's role, focusing on high-level issues that are important to them, and not getting too detailed on low-level matters.

What is the implication when a prospect says 'Can you call me back next month'?

When a prospect says 'Can you call me back next month,' it implies that they have not seen enough value in the conversation to warrant discussing it further at that moment.

How should a salesperson respond to the objection 'We don't have the budget'?

A salesperson should respond to 'We don't have the budget' by asking questions to understand why the prospect says that and to uncover if the prospect doesn't see enough value in the solution to warrant budget allocation.

What does the objection 'I'd like to think this over' suggest about the sales process?

The objection 'I'd like to think this over' suggests that the salesperson may not have effectively communicated the value of their solution or that the prospect needs more information to make a decision.

Why is it crucial for a salesperson to understand the prospect's decision-making process?

Understanding the prospect's decision-making process is crucial because it helps the salesperson to know who else needs to be involved and to avoid surprises, ensuring that all key stakeholders are considered during the sales presentation.

What should a salesperson do if a prospect says they need to 'run this by some other people'?

If a prospect says they need to 'run this by some other people,' the salesperson should inquire about the specific individuals involved and the decision-making process, aiming to schedule a follow-up meeting that includes all relevant parties.

How can asking questions be beneficial when dealing with objections in sales?

Asking questions when dealing with objections allows the salesperson to gain deeper insights into the prospect's concerns, clarify misunderstandings, and potentially redirect the conversation to address any unmet needs or concerns.