Denials are a part of any sales process. Even large corporations aren’t spared from the wrath of this ever occurring phenomenon. If you’re a salesperson, you shouldn’t be disheartened by rejections. Rather, take them as an opportunity to develop skills on handling and learning from rejections. For example, while tackling rejections, prepare for steady comebacks to the prospects’ refusals. Moreover, learn to deal with different situations with creative tactics. While some may require accepting defeat respecting the prospects’ decision, some might require hanging on a bit more to convince them. These roadblocks in sales process make the job challenging — calling for innovations to overcome hurdles. Below are the most popularly used objections and the ways of handling them.
Some prospects are genuinely not interested, while some fake disinterest to check the product’s and company’s authenticity and the level of professionalism. Those who are new to this business have the tendency to be “swept away” when facing objections. Some people will even act like they’re not interested just to mess with you because they know exactly what they want.
The most important thing to remember is making the prospects realize how much they need what you have to offer. If they walk away or hang up the phone after saying “not interested”, leaving them alone would be the best thing to do. However, some of them will give you a chance and wait for few more minutes.
Consumers are always up for better clarity prior to investing in any product. Tell them what extra features you offer compared to similar companies. Convince them it’s a smart decision, andprovide flexibility in prices if necessary.
How Can I Trust You?
Trusting a stranger who will ultimately ask you for your money is, of course, an issue. People tend not to trust even their family and friends in this matter. Take plenty of time to explain not just your product, but your company’s contribution to the client’s similar businesses. Present testimonials from your previous customers if possible and throw as much information about your business as you can.
The key is to be honest; explain your company functions, and customer care and after sales policies. Even if you have to mention something embarrassing, do not hesitate if it helps you to build trust. Nobody’s perfect, so when you learn to embrace imperfections it makes it easier for them to know that you are not scamming them.
Any average human would make time for things they like or are interested in. When prospects tell you that they don’t have time,what they could be implying is that they haven’t been presented with anything that they’d be interested in. Remember your high school crush? Remember how you used to sync your timing to his/her schedule so that you could walk together to the school? You would even take a longer route to your house so that you could spend those few extra minutes together. The gist here is not to make your client fall in love with you per se, but more so to make them feel that your product is as valuable.
I Don’t Need Your Product
When your customers aren’t clear about what is lying in front of them, they tend to not to show interest. Convince them that the product you’re selling has valid solutions to their problems. Provide in-depth product explanation on your product feature and explain why it stands better than the rest available in the market.
When the prospects don’t agree with the pricing, a good move would be to assess the reason why. Is it really out of their budget? Or are they only looking for discounts? A capable sales person should convince the buyers into taking the original price,however, when you feel the customer is slipping by you should make a reasonable adjustment.
The most important tool of a good sales person is to have an open mind to win over the unpredictable sales process. It is necessary to embrace the fact that you will face a lot of “NOs “, but that’s not the end.
Being intimidated by the objections of prospects is not a quality your employees would appreciate. Always take notes of constant rejections you face and try to formulate a personal rebuttal for them. One couldn’t stress enough about psychological preparationfor these processes. The more information you have on the client and your product, the smoother communication will be.
Always keep these tricks up your sleeves, take it home and close that sale and move on. Expect to face new and unique objections.You might not close every sale, but there is always something to learn and more room for improvement.