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Sales Objections: Not a 'No', but a Challenge

January 28, 2015
By Rory J. Thompson - Web Editor


For many sales professionals, getting to the deal is a journey, not a destination. But having said that, most sales professionals know that the destination is filled with challenges and objections that need to be met and overcome if they’re to be successful. And it always helps to take a step back and look at the regular objections that pop up, and some new ways to address them.


Genie Parker is Operations Manager at VanillaSoft, provider of the industry's leading software for Sales by Phone (News - Alert). Prior to joining the company, she co-founded Parker, Murray and Associates, a successful boutique outbound call center. Her company consistently delivered sales, qualified leads, appointments, marketing and fundraising services to companies ranging from the Fortune 500 to small businesses across the U.S. for 15 years. She knows from whence she speaks.

In a recent blog post titled “Black Belt Techniques to Combat the 6 Most Common Sales Objections”, Parker looked at some common objections posed by prospective customers, and offers ways to blunt or deflect them. They’re worth a closer look:

Client: “I Need Some Time to Think It Over”: Parker recommends responding, “If you need some time to think about it, I understand. What in particular would you like to think about? Maybe I can offer some more information.”

Client: “Can You Send Me Some More Information?” This is often used when the prospect really isn’t interested and wants to get rid of you, Parker says. One way to feel them out is by responding, “Yes, I can email you some more information. What particular information are you interested in?”

Client: “I Don’t Need Your Product” Parker recommends mentioning how your product or service has helped a competitor or similar company in the industry: “We’ve worked with company B to increase its client base by 45 percent. Is this something you would be interested in?”

Client: “It’s Too Expensive” Parker has a ready response for this one: “If you could save money on X and still increase your profits, would this be worth the initial investment? We have payment plans available.”

Client: “Can You Call Me Back Later?” This may be a “blow-off” tactic, so Parker suggests being straightforward: “I would be happy to. What time is convenient?”

Client: “I’m Happy with What I Have Now” Compliment their loyalty, but have the prospect think outside the box and explore that there may be something better: “You may find us a better match for your needs, which would be great, or if you decide to keep what you have you can feel good about your current situation. How would you feel about attending a product demo to compare?”

Parker notes that prospects’ answers to your questions will give you a better understanding of their wants, requirements and product offerings, “arming you to shatter any objection based on budget, authority, need, time, and value.”

 



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