Handling objections is a process in the client’s doubts. The manager relies on logic and empathy, provides the necessary arguments and uses various psychological techniques. His goal is to convince the buyer that he needs the product.
Every sales manager should know that working through
Objections does not mean putting pressure on the client. The salesperson does not use manipulation. He identifies the client’s real needs and explains how the product will help close them.
False and True: Two Types of Sales Objections
In sales, objections can be true or false. If a salesperson can slovenia phone number library distinguish between them, the chances of successfully closing a deal increase.
False objections
They often hide the real reasons for refusal. For example, a client may start objecting: “I already have a similar product,” when in fact he is confused by the price or he is simply not sure about the quality of your product.
Here you should ask clarifying questions and see what the buyer’s reaction is. This will help to identify the real reasons for the objections. You can ask:
“What don’t you like about your current product?”
“What features are you looking for?”
This will encourage the client to share their concerns and will help you understand what is really holding the deal back. Next, you should offer arguments that will help successfully handle the client’s doubts.
These are objections that reflect the client’s real doubts. It is the manager’s goal is to prepare the ground much easier to work with them than with false ones. If a person gives an honest reason, such as a high price, the seller must provide arguments that will outweigh the doubts. For example, the manager can offer the client an installment plan or explain in detail how the characteristics of the product justify its price.
Experienced salespeople don’t always take a genuine objection at face value. They ask additional questions to delve deeper into the situation and come up with more convincing counterarguments. Below we’ll give examples and tell you how to handle such objections.
5 stages of working with objections in sales
The manager should not dominate in communication with snbd host the client. His task is to carefully guide the buyer to a reasonable choice. At the same time, the client should feel in control of the situation and understand that his decision was weighed.
Let’s look at the main stages of handling objections in sales:
Stage 1. Active listening
The first step to take in working through any objection is to listen to the client “quality”. Try to listen carefully to the interlocutor and never interrupt him. Objections need to be understood in order to build a trusting relationship with the client.