Objections aren’t fun, that’s the honest truth of it. And the reality is that sometimes you just aren’t talking to that person at the right time or, quite simply, they just don’t need your product or service.
However, there are times when there are ways and work arounds to review objections, some of which can switch it back to being an opportunity. So, we take a look at some of the best ways to handle such objections, to help you know how to deal with them professionally and turn rejections around.
Reinforce the value
If the prospect doesn’t see value in your product or service, they aren’t likely to stick around to hear more about it. But, if they clearly understand how it could help them or how it could benefit their business, they’re more likely to stay on the phone.
A little empathy goes a long way, and one way of connecting to prospects on this level is pain points. (You can read more about this in one of our recent blogs.)
Understand their situation, feel sorry for them if they are experiencing a problem, and thank them for bringing any insights about them to light.
Back up your claims
So you’ve got a great product, and you’ve told the prospect about its amazing features. But, have you given them cold hard evidence as to why it’s the best product?
This could be in the form of a customer reference or testimonial, or even better a story about how it’s helped a customer of yours. Story telling is so powerful on sales calls.
One of the key things to consider when handling objections is to try to discover a bit more about that individual. Using the above tips can help you to have a longer conversation and give better value, rather than giving them reasons to tell you to go away.
Here at Air Marketing Group, we use a simple formula to handle objections. It consists of 3 steps:
Step 1 – Diffuse
Step 2 – Statement
Step 3 – Questions
Put simply, our first response to any objection is to try to diffuse the situation, using empathy, by saying something along the lines of ‘that’s fine’ or ‘I understand’. This approach is designed to take the pressure out of the conversation.
The next thing we do is make an evidence-based statement referring to why it is normal to have that objection, or to show why you understand the point they’ve made.
Finally, we ask smart questions, giving us a chance to move away from the objection or find out more information to help us handle the objection and make the right recommendations.
Air Marketing Group’s team of business development executives are experts and handling objections and creating opportunities. Want your business to benefit from this? Get in touch today or call 0345 241 3038.