Sales objections are a fact of sales. You can’t avoid them so you might as well embrace and pivot them to your advantage.
Objections can actually be a great way to better explain your product and better understand what will it will take to get your prospect to buy.
Here are 5 sales tips to help you work past objections and convert prospective into buying clients.
1. Alleviate doubts about the value of your product
If a customer isn’t sure that your product is worth the money, he or she won’t make a purchase. You can’t talk a doubtful customer into believing in your product — but you can show him or her the real value the product can bring. Explain the product’s quality and uses in a way the customer can relate to.
2. Engage the customer and develop a mutual trust
By building a relationship with your customer, you can establish a mutual trust between the two of you. This can help immensely in determining whether or not a customer will purchase from you. When the customer feels like you share a bond, he or she is more likely to trust what you say and be interested in helping you out.
3. Offer special time-sensitive deals that will help those who need funding
If the customer’s objection is due to lack of money or concern about the price, offer special deals or discounts the customer can receive by purchasing now. This is one of the best sales tips, as this can also help to eliminate another possible objection from the customer — that he or she can simply wait until later to purchase.
4. Compare yourself with competitors so the customer doesn’t have to
Save your customer some time by comparing your product with similar offerings from your competitors. This shows the customer that you aren’t afraid of how your product stacks up and that you’re confident in what you’re offering.
5. Explain what results the customer can expect
By elaborating on specific results the customer can expect to see with the product, he or she will be more likely to be interested in buying. An understanding of specific, direct examples helps to boost the customer’s confidence in the product and purchase.
How do you overcome objections? I’d love to here more tips.