How to Handle Objections Before They Come Up – Sales Objection Handling
You can read books or get coaching to learn how to handle objections, though you do not need to be a master with objection handling. In terms of objections if you do not learn how to handle them properly you will not have a high closing rate on your sales calls and meetings. You could find yourself arguing with potential customers and becoming confrontational rather than learning how to understand them. The path to sales mastery is to learn how to overcome objections properly and to handle the objections before they come up in conversation.
There is a powerful objection handling technique that I have used for the past seven years to close hundreds of thousands of dollars’ worth of sales. Your success rate will go up by using this and you will save time on your calls because you are not answering, replying, fixing, and handling the same objection in the sales call or meeting. This is because the objection will have already been dealt with before the pitch and statement of the price.
This is powerful and everyone in sales, in any industry, should implement this technique. If you have ever been in sales or have seen a sales call, at some point you will see someone say, “We are not ready for that quite yet,” “let us think about it more,” or even, “let us wait until we have more money.”
Where did this come from? Why do people give objections?
People give objections because they want to see if you are legit. It might be that they do not trust or believe you can deliver the results you promise, maybe they need more information, or maybe there is a hidden reason they are too afraid to tell you. You will not know until you dig deeper to find the real objection and only then can you handle it.
How do you handle objections before they occur?
In regards to price for example, you want the customer to tell you how much money they have, how much sales they are making, how much their sales are worth, how much an increase in revenue is worth to them, etc. These questions need to be asked before they actually know the price or what you are exactly offering to them.
An example question could be, “If you improve this part of your market funnel, how much more money would you make if you had 12 more leads and two more sales per day?”
Later, if you can prove that your service or product has the results they are wanting, then they pretty much are committing themselves to wanting to do business with you because they have proof that it works, admit it works, and say they would pay a certain amount for it. People have a hard time saying no to the high ROI (Return on Investment) they have proof they can achieve.
There are an infinite amount of objections with one of them being, “let us think about it, we need more time to go over it.” This can be common to use as a fake objection to hide the real objection. They can actually need more time, but the solution is to install a time limit in the conversation.
An example would look like, “The offer will only be limited to the next few weeks.” This can be because you have so many clients and you cannot handle talking and giving the service past two weeks from now because you are already booked. If you have a physical product you can tell the customer there is a limit in stock and they need to hurry before it runs out. There are many ways to say and imply this urgency where the customer sees the need to act now before the opportunity passes. This will lessen the likeliness you will be given the real time objection.
You can save time on your sales calls and get more sales by using these techniques. You will find that you do not have to explain things over and over if you just handle it in a powerful and short amount of time upfront.
