Como lidar com objeções? O Guia Definitivo para QUEBRAR qualquer objeção do seu cliente!

Summary

In this video, Thiago Reis shares effective strategies for handling common sales objections, ensuring that sales professionals never leave money on the table. He covers objections like price, time, need, and urgency, and demonstrates how to overcome them by communicating value, aligning solutions with the customer’s needs, and increasing their awareness of the problem’s cost. Thiago also introduces the 'Feel, Felt, Found' method and explains how to create irresistible offers that eliminate objections upfront, ensuring a higher closing rate. This practical guide is a must-watch for anyone looking to master the art of sales and objection handling.

Takeaways

• 😀 Understand common objections: Price, trust, need, and urgency are the most common objections that lead to losing sales.
• 😀 Communicate value effectively: A client may think something is too expensive if they don’t understand the potential return or transformation it offers.
• 😀 Address the 'price objection' early: Ensure that the value of your offer is clear, and discuss how your solution addresses the client’s pain points and expectations.
• 😀 Align expectations: During the diagnostic phase, ask about the client’s budget to ensure your proposal matches their investment capabilities.
• 😀 Overcome 'time' objections by emphasizing urgency: Help the client recognize that the problem they’re delaying may cause bigger issues in the future.
• 😀 Shift focus from future to present: Use emotional triggers and examples, such as the cigarette analogy, to help clients realize the immediate consequences of inaction.
• 😀 Handle 'not ready to buy now' objections with patience: Follow up regularly and schedule future check-ins to stay top of mind.
• 😀 Counter 'no need for the solution' objections by highlighting the hidden problems your solution addresses, showing the client how it can improve their business.
• 😀 Use the 'OAR' model: Listen, acknowledge, explore, and respond to objections with well-crafted questions that uncover the root cause of the client’s hesitation.
• 😀 Create an irresistible offer: When done correctly, your offer can eliminate objections during the sales presentation, making it easier to close the deal.
• 😀 Build rapport and trust: Stay engaged with your prospects over time, even if the sale isn’t immediate, ensuring they don’t forget about you or your solution.

Q & A

What is the main topic of the video?

The main topic of the video is how to handle customer objections during a sales process, ensuring that salespeople do not leave money on the table when closing deals.

Why is handling objections correctly important in sales?

Handling objections correctly is crucial because failing to address them can result in losing sales to competitors who may offer inferior products or services.

What are the most common objections mentioned in the video?

The most common objections are: 1) Lack of money, 2) Lack of trust, 3) Lack of need for the solution, and 4) Lack of urgency or time.

How can a salesperson address the objection 'It’s too expensive'?

A salesperson can address this objection by emphasizing the value of the product or service, aligning it with the client’s expectations and showing how the return on investment will far outweigh the cost.

What is the importance of aligning the client's expectations of investment?

Aligning the client’s expectations with the cost ensures that the proposed solution fits within their budget and resolves their problem, helping to prevent objections based on price.

How should a salesperson respond if a client says they don't have time to implement the solution?

The salesperson should increase the client’s awareness of the long-term cost of not solving the issue now, helping them see the urgency and encouraging them to prioritize the solution.

What is an effective way to increase a client's sense of urgency when they say 'I don’t need this right now'?

By helping the client visualize the consequences of not addressing the problem now, such as the negative impact on their business, the salesperson can make the client realize that delaying the solution may lead to greater problems later.

How can a salesperson handle the objection when a client says they are not ready to buy now?

The salesperson should confirm whether the client still sees value in the solution and then schedule a follow-up to stay top of mind. It’s important to maintain regular contact and provide useful information until the client is ready.

What should a salesperson do if the client says they don’t need the solution?

The salesperson needs to help the client recognize the problem they are facing and how the solution can solve it, demonstrating the relevance and benefits of the solution to their specific needs.

What is the 'LISTEN' method and how can it help overcome objections?

The 'LISTEN' method involves: 1) Listening to the client’s objection with full attention, 2) Identifying the underlying reasons behind the objection, 3) Exploring further with questions to understand the root cause, and 4) Responding with a tailored solution that addresses those concerns.