Objection is part of being in sales. Here are some of the top tactics for handling customer objections so you can close that all important deal.
When sales leaders Tony Hughes and Cian McLoughlin recently debated over the importance of opening and closing the sale, Cian made a fundamental point: “Opening is incredibly important, but you can open until you’re blue in the face. If you don’t put the work into the steps that close, the whole thing falls apart.”
One of the biggest obstacles for closing new business is how sales teams manage customer objections. A deal can fall apart at the moment a customer objects and a sales rep becomes defensive and starts to justify the merits of the company or product. Taking an objection negatively or even at face value, can lead to missed opportunities during that critical closing sales moment.
In the business of sales, objections are inevitable. The key is to be prepared for them and understand why your customer may object. Let's take a look at a few common causes for objection:
To put yourself in your customers shoes, think about the objections you receive in your working week. Write down an example for each of the above types of objections. How did you handle them? It’s important to note that you may not overcome objections every time, but understanding how you handle them will put you in good stead when you're in the middle of closing a sale.
Now that you’ve gone through steps 1-5, it’s time to back up your statements with customer success stories. Customer case studies are a great tool because those stories often represent a pain or objection that was overcome with success. Overtime, your stories will set you apart from others and give your customers another reason to trust you with their business.