Steps To Handling Sales Objections

If you gave up after every sales objection, your pipeline would diminish completely.

Objections on sales calls are inevitable and can directly affect your energy on a sales call and your ability to close a client. 

It’s really easy to quit during the sales call when you are hit with an objection like that and get into a cycle of questioning your offer, your pricing, the quality of the lead and your entire business!

Sales objections often signal that you haven’t made the value proposition case to the buyer as powerfully as possible. Typically, sales objections fall into one of the following categories:

1. Budget
2. Trust
3. Need 
4. Urgency

Does this sound familiar? 

While these common sales objections may appear to be difficult to overcome, don't be discouraged: an objection indicates that the buyer is engaged, which is preferable to apathy.

When a buyer indicates that they’re not ready to buy, don't get discouraged. Use the following four steps to overcome sales objections and move closer to the sale.

Steps To Handling Sales Objections.
Regardless of the type of sales objection, all of them can be resolved with a similar framework. 

Here is a step-by-step plan for online business owners to refer to when faced with a sales objection:

1. Be prepared to face sales objections. As previously stated, few sales calls are made without sales objections. Bring certain sales objections and responses to the prospecting call.
2. Listen to the entire objection (s). Concentrate on the concerns that the prospect expresses. Do this with the goal of empathising with the prospect. Make it clear through your body language and facial expressions that you are taking their concerns seriously.
3. Inquire for more information. Request clarification on any objections that are unclear. To obtain explanations and final information, continue to ask "What else?" and "Why?" questions.
4. Validate your objection (s). Refrain from dismissing or downplaying the objection. Demonstrate to the prospect how important their concerns are to you.
5. Respond to the objection(s) appropriately. Respond to the objections by asking a question to change their limiting belief. 
6. Discuss possible solutions to the objection (s). Repeat the objection and how you intend to overcome it during this call.
7. Confirm that the objection has been met. Inquire if they are satisfied with your solution. Inform them of any necessary follow-up meetings or information.

In addition to these steps, it’s important to prepare a document with the most common objections that you personally could experience on a sales call - appropriate to your business alone and have appropriate follow-up questions prepared (from step 5). 

This will ensure you are ready and prepared for every objection that comes your way. Not only will this help you come across as experienced to the prospect it will also make you approach the sales call with confidence and ease. 

So there you have it – 7 steps to handling sales objections and the opportunities to turn them around. 

What’s more, if you perfect and practice the general objection technique, you’ll have a virtual skeleton key that’ll help you overcome any objection that might pop up in the future.

The most important thing to realize here is that objections are a natural part of the sales process, not a reflection on your skills as a salesperson. 

In fact, an objection is the training ground on which you perfect your technique. If you never encounter any, you won’t ever really have the chance to become a great salesperson.