Part IV: Objections and call challenges often experienced

Now as you progress through your presentation you’re likely to get objections and that can be a challenge if you’re not prepared to handle them. In this section we’re going to go into some of the most common objections and challenges when working through the call. And we’re going to cover probably the single most important thing to handling objections.

If you only remember this one point through this entire series you’re going to be extremely success: As a salesperson your product is the BEST VALUE in your market and the best time to buy it is right now. Every objection and complaint can be handled quite easily if operating from this deep seated root belief. Incorporate and condition yourself to truly believe this and you’ll sell with more energy and conviction than nearly every other sales rep out there. The objections and challenges will be minor road bumps as you travel trhough your pipeline.

The other critical piece to keep strong in mind is that you must QUALIFY consistently and quickly. If you’re not getting the sale you may be talking to the wrong people. Because the right people will buy the right product and as a strong seller you must be this matchmaker. If you’re not doing this often, get into the habit of qualifying quickly to determine they are a strong fit both for what you’re offering and that they have MONEY.

A big part of handling objections is AVOIDING them through the proactive work you do both in screening your prospects and presenting your product ahead of time. If you do an excellent job working on both of these early on then you’ll mitigate a lot of the objections listed below and you’ll make it easier to progress towards your closing.

That said, sometimes no matter how strong you are on the phone, you’re going to run across objections that might require a bit of working through.

Some of the most common objections are:

  1. I already have that, we already have someone doing this.
  2. I don’t think I need this.
  3. Let me think about it.
  4. That’s too much money.
  5. I’ve tried this before and it didn’t work.
  6. Let me try it for a 30 day period and I’ll keep it if it works.
  7. Why don’t you give me a trial.
  8. I don’t have the budget for this.

And there’s more but usually they are some sort of variation of the above listed.

So you’re in the presentation, you’ve qualified your prospect, you’ve determined they don’t have the product your selling and that they could great benefit from it, now you can feel ethically and morally committed to doing everything you can to get them to buy the product and one of these very common objections might pop up, often times simply on auto pilot.

Objections:

1) I’m already doing that. Most of the time this is simply re-educating. Your prospect thinks they are doing what you’re offering. Or they think a product/service they’re using is comparable. The reality (if you’ve done your homework or discussed further upstream in your presentation) is that they’re just not properly educated on this. They’re not aware that what you have is drastically different. And there concerned that they’re already doing what you’re offering and what they don’t need.

 

2) I don’t think I need this. Again unless you’re not properly qualifying your prospects you’ve already proactively determined if the client actually does need the product. Not every client is a good fit for your service or product and some will actually have a comparable product/service or legitimately not be a strong fit. But for the ones that are simply saying this as an autopilot objection it’s really quite simple. Represent, magnify the pain of loss of opportunity they are totally missing by avoiding and transfer that energy to coach them into the purchase.

3) Let me think about it. The typical soft “no.” The client doesn’t see how critical it is that they really need to take action, there’s a missing sense of urgency. Timing is important and there can be those prospects who need time to consider the purchase, but in general you should gauge the tone and qualify their stating they need to do some “thinking.”

You may want to try one of the classic Grant Cardone Scripts “I know you’re thinking about doing business with us. You know what though, that never gets anything done. That’s the funny thing about thinking. It just never gets anything done. I am here for you sir, available to handle any and all of your concerns. I want to make this work for you, I don’t just want your money I want to make it work for you. And I know Facebook and Instagram are the largest and primary platforms your clients are on – and every moment you’re not on there is a moment we’re missing the opportunity to fill your pipeline to drive more business your way. Let’s do this thing, your business deserves it, these people online deserve to meet you. Let’s do this.”

4) Too much money. This is simply discrepancy in value. The prospect does not see the value. Re-present to them what they stand to gain and what they stand to lose with how much the product and service is. If possible show how it blows out the other products/services they’re using and why you’re the person they want to do business with. **Note: Be careful not to go overboard here and sound “try hard.” If you’re rattling off a list of other competitors and pricing options in response and this was a softer objection you want to keep your response in line. Practice and more calls with allow you to find the sweet spot.

5) I’ve tried this before and it didn’t work. Really, we don’t have you in our records as a previous customer?

[Present more, they don’t see the full value.] There’s a lot of people who think if you market on Facebook once you’ve done em all, but the reality is they couldn’t be further from the truth. The message, the ad format, the targeting, the way the consumer is shown the call to action.. All these variables matter and have a major impact on product performance. I can assure you, you have not done this. You’ve explained what you were doing and I’m familiar with that approach and it’s definitely not what we offer. [stay relentless]

6) Let me try it for 30 days and see if it works. In our case, along with my others we’re selling a subscription service that helps business owners generate more business. We ask for a longer term commitment because we realize that not every client will turn our lead within 30 days and in some cases in can take 90-120 days before the consumer responds to the ads they’re seeing in their marketing region. You know was as well as do that this business takes time and you’re very unlikely no matter what platform you test to see results within 30 days period. We’ve grown month over month substantially. In addition we offer campaign launch optimization and will even allow clients to switch areas mid term if they’re not satisfied with the production of an area.

7) Why don’t you give me a trial. Because we invest in building, customizing and setting up everything. We also have to spend a substantial portion of the cost directly on the ads to generate the leads that we’re feeding you. If we gave trials we’d be out of business. What do you say to clients who want a trial in your business. Not only that but it feeds into the idea of believing in a magic bullet, short term fix. This product is outstanding but it’s still reality, you still have to work within the reality of the industry and the time it takes for clients to make purchase decisions.

8) It’s too expensive. I don’t have the budget for this. If you’re genuine priced above the market rates then this may be a valid objection. Well that’s unfortunate, if you don’t have budget for this, and you’re genuinely not doing this you may have a much bigger problem then the $500 this will cost you each month.

Coming full circle. Qualifying your prospects is one of the best ways to “handle” objections early on. You’re essentially proactively seeking out and “clearing” out the path and potential challenging objections you might be experiencing.

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