What should I do when a prospect objects more than once?

Keep going. Research has shown the average person objects to a sales pitch 3-5 times before they're ready to buy, and yet many salespeople quit after the first one. Each objection tells you more about the customer's needs, so treat it as a chance to dig deeper and build trust.

How do I handle a price objection without losing the deal?

Show the value your product or service provides and how it outweighs the cost. You can offer flexible payment options, or show how your offering delivers long-term cost savings because of how well it works. Price objections come up a lot, and handled this way they don't have to be deal-breakers.

What if I can't answer an objection on the spot?

Let the prospect know you understand their concern and that you'll follow up with a solution afterward. Then do it. When you come back, follow up with confidence, reinforce the value of your offering, and show how it fits their needs. That follow-through builds trust and helps them make the right decision.

How many questions should I ask when a prospect objects?

Ask open-ended questions that get at the root cause: the prospect's needs, desires and pain points. Keep the questioning concise, though. Too many questions can leave a prospect feeling overwhelmed, so ask enough to understand why they're objecting and then move to a response built around what you learned.

objection handling ·Jul 25, 2023

Mastering the Art of Handling & Overcoming Objections

by Drewbie Wilson

Have you ever felt like you were beating your head against a wall when trying to sell someone on your product or service?

Or maybe you've tried to close a deal only to have the other person come up with a million reasons why they can't or shouldn't do business with you?

Key Takeaways

Objections are a normal, expected part of the sales process, and they're about the customer and their needs.
Repeat the objection back to the prospect in a calm, friendly way so they can tell you're listening.
Ask open-ended questions to find the root cause, and keep them short so the prospect doesn't feel overwhelmed.
Learn the common objections and have your answers ready ahead of time so you sound natural and confident.
When a prospect brings up a competitor, talk about what sets your product apart and leave the criticism out of it.

If so, you're not alone. Most people who are in sales have felt this way at one time or another.

Handling objections is one of the most challenging parts of selling because it can be so easy to take them personally and feel like they're a personal attack on your abilities or the product you are selling.

But objections are a normal, even expected part of the sales process. Research has shown that the average person will object to a sales pitch 3-5 times before they are ready to make a purchase.

And yet, many salespeople give up after the first objection. That's why handling objections is one of the most important skills you can learn as a salesperson.

Objections are about the customer and their needs. Objections can be helpful because they allow you to dig deeper into what the customer is looking for and how best to convince them that your product or service is the right fit.

So, how can you handle objections in a way that doesn't leave you feeling frustrated and defeated?

Below are some strategies for handling objections and turning them into opportunities to help close more sales.

Embrace Objections as Opportunities

One of the key mindset shifts in handling objections is to view them as opportunities. Objections are feedback that shows you the prospect's needs and concerns. Embrace objections as a chance to engage with your prospects, build trust, and tailor your solutions to meet their specific needs.

View objections as a chance to show your expertise. Show that you understand the customer's concerns and are willing to take the time to address them in a way that will make them comfortable with making a purchase.

Doing this builds trust between you and the customer and shows them you're invested in finding the best solution for their needs.

Listen Actively and Empathize

When you get an objection, listen actively. Allow prospects to express their concerns fully and empathize with their perspectives. Acknowledge their concerns without being defensive or argumentative. Show your prospects that you understand their needs and respect their opinion by restating the objection back to them in a non-confrontational way. This helps build trust, as they can tell you're genuinely listening to what they have to say.

Ask Open-Ended Questions

Asking open-ended questions helps you uncover the root cause of objections. Dig into your prospect's needs, desires, and pain points to understand why they're objecting. Keep in mind that asking too many questions can make prospects feel overwhelmed, so keep the questioning concise while still getting at the heart of the matter.

Respond with Solutions

Once you understand the objections, respond with confidence and clarity. Focus on how the benefits and value of your product or service address the prospect's concerns. Sharing relevant success stories, customer reviews, or data can help illustrate the value of what you're offering and why it's worth considering.

If the objection can't be addressed right away, let the prospect know that you understand their concerns and will follow up with a solution afterward.

Handle Objections Ahead of Time

Anticipating objections before they arise shows your expertise and preparation. Take the time to familiarize yourself with common objections and have answers prepared in advance. This will make your responses sound more natural and confident when objections do arise.

Address Price Objections

Price objections are common in sales, but they don't have to be deal-breakers. Show the value your product or service provides and how it outweighs the cost. Offer flexible payment options or demonstrate how your offering delivers long-term cost savings because of its effectiveness.

Handling Competitor Objections

When prospects bring up competitors, don't criticize or belittle them. Focus on what sets your product apart and the benefits it offers that competitors can't match. Demonstrate that your product is the best fit for their needs and why it should be chosen over any alternatives.

Follow Up with Confidence

After addressing objections, follow up with confidence and reinforce the value of your offering. Show how your product or service fits their needs and how you're committed to their success. This can help to build trust and encourage prospects to make the right decision.

Get good at handling objections and you'll build stronger relationships and close more deals.

Remember that handling objections is a skill that takes practice and patience to master. Be prepared for any situation by staying informed of your industry, products, and competitors. With due diligence, you can turn objections into opportunities and lead prospects down the path to purchase.

And, always treat each prospect with respect - this will create more positive experiences for them and you.

Thank you for taking the time to read my blog! I hope you find this information useful and make time to implement it in your life. If you enjoyed this, please check back and share it with others.

If you're tired of feeling stuck, burnt out, or like you've plateaued, and you're looking to take the next step towards becoming the most elite version of yourself, I invite you to check out my services. We can work on identifying and creating a system and process to help you turn your life and business into a well-oiled machine!

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