Month: November 2020

Handling Sales Objections Pro-Actively

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How to Pro-Actively Manage Sales Objections

DISCLOSURE: THIS POST MAY CONTAIN AFFILIATE LINKS, MEANING I GET A COMMISSION IF YOU DECIDE TO MAKE A PURCHASE THROUGH MY LINKS, AT NO COST TO YOU. PLEASE READ MY DISCLOSURE FOR MORE INFO.

Many of us see sales objections as a sign of rejection or even the start of negotiations. If you have this mindset, just waiting every time for the battle to begin, you will battle – every time. Because it’s what you expect and you’re waiting for it to happen, and you’ll probably end up lowering your prices.

But, what would happen if you started your presentation with the mindset that objections from your customers are really just questions that you haven’t answered yet?

And what if you started handling sales objections pro-actively, right from the start, before your prospect even had a chance to bring them up?

How to Handle Sales Objections

Part of what should be in your sale toolbox should be the top objections that you and other salespeople in your industry get. 

These are objections that will come up in every sales presentation, almost every time.  So doesn’t it make sense to include the answers in your presentation before the prospect even has a chance to bring them up? 

That way, when the prospect brings them up again, (and they will) you can say “Remember earlier when I said ________?” and review what you said again. Meanwhile, this will be the second time that they hear it. Whether they remember it or not, thereby making the objection addressed twice and easier to overcome.

When you do this, you are not doing objection rebuttals and being reactive,. But you are being proactive and addressing objections conversationally.

You can overcome sales objections in a way that will show your prospects that you are experienced in handling how they are feeling. This goes a long way in earning your prospect’s trust and confidence. It also show them you are capable of doing what you say you can do.

Mindset — handling sales objections proactively or reactively? Managing sales objections smoothly and showing your experience, or planning to go into battle (drama)?

And if you do find an objection that does need to be better clarified for your prospect, use this five-step sales objection system.

1. Listen to their objection, without interrupting.

2. Restate what their objection is to make sure you understand completely what their objection is.

3. Respond carefully and quickly. When you talk about the objection for too long, your response starts to sound insincere.

 4. Describe how you can remove the barrier and

 5. Ask your prospect if your answer solves or answers their objection.

 Professional and battle free.

But what if the objection is price?

Are you asking for more money than they think they are willing to pay or are your products or services are more than they thought they would be (sticker shock)?

While I am a big believer in letting your prospect feel like they have won, when you automatically lower your price, you are also lowering your value that you have worked so hard to establish during your sales presentation.

Right from the start, make sure you are helping the prospect see how the solution you are proposing will meet his needs.

Many times when a prospect has a price objection, they are really saying, “I don’t see the value” or “I don’t trust what you were saying”. Work on perfecting your presentation so that you establish trust and show your value right from the beginning.

Ask mini-close questions,

like “Do you see how this would work for you?” throughout your presentation. If your prospects says, “Not really”, you can stop and go back and address that right then. Instead of getting to the end of your presentation and having to start all over again, and trying to guess where the disconnect happened.

Handle sales objections pro-actively before they become harder to overcome.

If you are not doing these mini-closes, or trial closes, and a prospect has an unanswered objection or early on in your presentation, it becomes difficult for them to focus on anything else you say. Because all they are thinking is, “I don’t see how this will work for me”.

Remember a sales presentation is a conversation, not a one-sided Ted Talk from you.

If the prospect says, “It’s more than what we thought it would be”, ask, “Well how much did you think this would be?” And let them tell you.

Ask them what they thought would be included in that amount, or what the amount was based on. Sometimes it’s based on a price that they spent on something 5 or 10 years ago. So find out what the price objection means before you start lowering your price.

And instead of lowering your price, change the options or services and give them a new price on that.

Try to close the price gap from where they are and where you are. At the same time create value for the items or services you are removing from their proposal.

When you quickly drop your prices without making any changes, it creates mistrust with your prospect. You will see that they will adopt the mindset of “how low can I get them to go?” Now it’s a battle.

One reason I may offer a discount is if they pay in full, or if they purchase by a certain date. Make your discounts interactive, where the prospect needs to do something to “earn” the extra discount. Allow them to win, if they earn it.

Ultimately, if you believe you are providing the best solution for your prospect at the best price you can offer,  and the price gap between what you were asking and what they are willing to pay cannot be closed, you may need to walk away. Knowing that some people’s decisions are purely based on price but won’t budge on services. Champagne taste on a beer budget.

You can certainly get their permission to follow up — maybe they will come around. It’s hard to walk away, but sometimes it’s necessary.

So, you know I’m all about the mindset of a salesperson, and it’s no different with handling sales objections.

Are you looking for a smooth transition to close the sale, or do you expect a battle on pricing? Because you will get what you expect.

How do you react when you get objections from prospects? Especially the ones you just can’t seem to get past, no matter how well you explain them.

Do you get defensive, or do you stay calm? Do you become frustrated, or do you keep moving forward? Keeping your emotions in check can be a challenge — sales can be exhilarating and exhausting. The less reactive you are, the more likely you are to move past a difficult situation and get the sale.

How to Handle Sales Objections Pro-Actively

To review how to handle sales objections pro-actively:

● Know the most common objections 

● Have a conversation 

● Provide an amazing solution 

● Create value 

● “Discounts” should be interactive 

● Mindset is everything. 

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How To Quickly Kill A Sale In 2020

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Sales Mistakes to Avoid in 2020

DISCLOSURE: THIS POST MAY CONTAIN AFFILIATE LINKS, MEANING I GET A COMMISSION IF YOU DECIDE TO MAKE A PURCHASE THROUGH MY LINKS, AT NO COST TO YOU. PLEASE READ MY DISCLOSURE FOR MORE INFO.

It’s easy to quickly kill a sale especially in 2020 when the world is a bit more confusing already.

Some of these things are mistakes I’ve made, even with being in sales for a long time. Because we are forced to do things differently to stay relevant and keep selling. There are times I make a mistake, or do or say something I wish I could take back, but it’s too late and now I’m in damage control. 

And I’m going to talk about the mistakes I see myself and other salespeople  making in 2020 – so you have the most up-to-date information. 

How to Quickly Kill a Sale
How to Kill a Sale

Mistake number 1 – not being prepared for the sale.

I think the biggest mistake is to not have everything you need ready and where you can find it easily.

Let’s talk about virtual sales calls –

Make a list of anything you might need, including email addresses and phone numbers. There are times during a virtual call that someone will ask me to email them something they need immediately, while we are still on the call.

Actually, I like to have two computers, or a computer and an iPad going at the same time. That way, I can stay on the zoom or WebEx call with them, and email them anything they ask for right then.

My goal is to not give them any reason to end the virtual call, or to have to set another meeting. Because I have found when this happens, it can go on forever, back and forth. This increase the chance of killing the sale. Being prepared can shorten the time of the sale significantly and increase your odds of closing the sale quickly.

I’ve also used this strategy so that I can email and send a link to someone else my prospect says should be on the call, after we have started.  Even though I always ask this when I set the appointment originally. But things happen… Surprise!

So instead of rescheduling, I will reach out to the third party with the second phone, email them a link to the meeting, and get them on, too.

It feels like command central—two devices, two phones. I try to plan for anything I can do to stop any objections that are easily solved. It is so easy for the prospect to find “2020″ stalls. So be prepared –

Also, make sure you are both in the same place at the same time. Avoid quickly killing a sale before you even have a chance to start.

Confirm in advance with a link to the meeting and make sure you are both in the same room.

 Mistake number 2 – not following up on sales presentations.

It’s easy to get frustrated with the amount of times you have to follow up with some people. This is not anything new for us, but having that CRM (Customer Relationship Management) program, like Salesforce, to remind you to call or follow up with someone, will make your life so much easier.

It’s like having a built-in personal assistant to help you get through the day, and remind you about what you need to do, right? 

It also helps me to ensure that I get a certain amount of prospecting done each day. 

I’ve always liked the 10 before 10 rule. 10 calls before 10 AM. And if I don’t get that done, then I do the 10 at 5. It helps me keep the pipe my pipeline full, ensures I get to follow up with everyone, and I don’t leave any unclosed sales to fall through the cracks, or even worse, fall to a competitor because I didn’t follow up when I said I would.

People are looking for someone they can trust, now more than ever. And a quick phone call can go a long way to earning that trust and saving a sale.

 Mistake number 3 – not doing the research before you reach out to your prospect.

Find out as much about your prospect as possible, before you call or reach out to them. Without stalking them, of course. Are they on LinkedIn, Facebook or Instagram? The more you know, the more you will know the right questions to ask them. Which leads to…

Mistake number 4 – not asking the right questions

And I’ll add not listening carefully to their answers. There’s nothing worse than asking a prospect the same question twice, or asking a prospect something that they already told you five minutes ago.

By asking relevant questions and retaining the information they share with you, it shows you care enough about them and respect them enough to give them your undivided attention.

Write things down so you don’t forget. And put it in your seat or CRM later.

Prospects are impressed when you remember their dog’s name, their favorite sports team, or their favorite restaurant. It also gives you something to talk about later on. Just make sure you enter the right information under the right client—or you will quickly kill the sale.

Mistake number five – not creating a solution that will work for your prospect.

This, to me, is really a continuation of mistake number four, because if you don’t ask the right questions and listen carefully to the prospects answers, how can you offer a solution that is customized for them?

If you do not offer a solution that the prospect feels will work for them and solve a problem, the prospect will not buy from you. Give the prospect a chance to say yes instead of offering nothing relevant and killing the sale.

Mistake number 6 – not pressing the right buttons as you complete your sales presentation.

In our digital information age of entering information into our computers and creating a great proposal, make sure you have pressed all the buttons. Review the choices with your prospect before you show them the total, so you don’t have to readjust your final proposal.

It’s an instant trust (and sale) killer, especially if the updated total is significantly higher and you have to backtrack to explain why.

Reviewing your numbers first is also important when explaining financing terms. Quickly review your numbers before you give your prospects the information.

 My last way to quickly kill a sale is 

How to Kill a Sale Quickly in 2020

Mistake number 7  –  not showing the prospect The Next Step.

Including asking for the sale. Don’t assume that because your prospect is sitting in front of you (either in real time or virtually) and looking at your proposal, that they know what to do next.  Because most of them don’t.

There’s always that one that will say “Great, how do we get started?” But usually, you have to make the first move.

You can ask a simple closing question like, “Do you want to go with the extended payment or would you prefer to pay in full?”, or “So, what do you think the next step should be?” (It works — I was surprised, too!)

Or, if you have created the agreement/contract as you were doing your presentation, by pressing those buttons, just keep going. Create the agreement, give them the pen, and let them start signing.

By asking questions throughout your presentation, getting their buy-in with the mini-close questions, like “Which one do you prefer?”, many of your objections should already be eliminated by the time you ask for the sale.

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I‘d love to hear your thoughts on this post! Please post your message in the comments below.


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