Lesson 11: Overcoming objections Flashcards
What is a Sales Objection?
Concerns, hesitations, or resistance
from potential customers during the sales process.
What are some common objections?
-Need
-Urgency
-Trust
-Money
How do you overcome need objections like “I’m not sure this solution fits our current needs.”
● Research your prospect’s business and competitor
● Focus on outcomes, not process
● Don’t give up if your initial questions don’t resonate
How do you overcome Urgency Objections like this “I think we’ll consider this later in the year.”?
● Show the impact of your solution
● Uncover rational impact
● Uncover emotional impact
How do you overcome trust objections like this “I’ve never heard of your company before.”?
● You overcome lack of trust by building it
● Prospects need to believe that you can and
will do what you say
How do you overcome money objections like this “It’s too expensive.”?
● Vision and Value rather than product and price
What is Objection Handling?
addressing a prospect’s concerns
about a product/service to progress the sale.
What are some skills needed/used in objection handling?
● Situational awareness
● Accruing background information
● Leading with empathy
● Asking thoughtful, open-ended questions
What’s the usefulness of Open-Ended Questions?
● Deepen Understanding
● Ask with Purpose
● Avoid Yes/No Traps
● Embrace Silence
● Anticipate Concerns
Why is objection handling important?
- objections can
jeopardize a deal, especially in final stages.
-The longer a buyer
holds a view, the harder it becomes to change.
What are some Strategies for Managing Objections?
- Mirroring: Mimicking another’s behavior to build rapport and ease conversation.
- Providing Indisputable Truth: Presenting undeniable facts or evidence to anchor
discussions.
3.Self-awareness: Understanding one’s emotions and biases to improve conversation handling.
- Focus on the Possibilities: Prioritizing solutions and positives over problems,promoting constructive dialogue.
Emotions drive us more than logic. Every objection has an underlying emotion. So how should you Label emotions to navigate conversations?
● “It seems like…”
● “It sounds like…”
● “It feels like…”
The prospect of losing
Let the other side know
what they have to lose.
People remember the experience and how they feel over the details, focus on generating a great
________.
experience
What are some key things to avoid doing when objection handling or just in general?
● Avoid accusatory language
● Avoid asking why (in certain moments)
● Avoid getting defensive
● Avoid making it personal
● Avoid providing too many options
