hauru.sales
What's your approach to handling customer objections?
38
I usually start making subtle threats. If it's a cost objection start implying that they shouldn't be placing a price on their family's well being. They might call the police but that opens the door to sell your product to the police department now too. Think two steps ahead my friend.
Tell them to shut up and just sign the contract.
haha
Depends on the objection. Any in particular you are struggling with?
Ask questions, your pitch is dead in the water if you argue.
Deep dive for the true pain.
Deep dive for the true pain.
Which one do you need help with?
Customer objections?
I’m also a little confused here... I think the duct tape idea has legs
I don't.
If the objection belongs to the customer, then they need to deal with it.
I have zero attachment to the sale.
Always get clarification - never assume you understand what they mean without asking them EXACTLY what they mean. e.g.
Prospect: "That's expensive"
Sales rep: "I hear that a lot, but people can mean different things when they say that. For some it's simply more money than they imagined spending, others are comparing me to another brand, and a few simply don't have the budget for it. When you say expensive, do you mean one of those things, or something else?"
Once you understand the objection, then find out if it is a deal-maker or deal-breaker for the prospect. Qualify or disqualify promptly, avoid wasting your time and theirs :)
If the objection belongs to the customer, then they need to deal with it.
I have zero attachment to the sale.
Always get clarification - never assume you understand what they mean without asking them EXACTLY what they mean. e.g.
Prospect: "That's expensive"
Sales rep: "I hear that a lot, but people can mean different things when they say that. For some it's simply more money than they imagined spending, others are comparing me to another brand, and a few simply don't have the budget for it. When you say expensive, do you mean one of those things, or something else?"
Once you understand the objection, then find out if it is a deal-maker or deal-breaker for the prospect. Qualify or disqualify promptly, avoid wasting your time and theirs :)
Empathy and understanding. I try to understand the root of the ask, why they care about it and what they are ultimately trying to get at. Easier said than done but handling the objection is easier when you know exactly why the customer asked for something.
Agreed! Interesting point
Depends on the objection. Any in particular you are struggling with?
Depends on the objection.
By being upfront and answering their questions as best I can.
If it’s not an objection we can overcome due to product fit or something like that I let them know.
If it’s not an objection we can overcome due to product fit or something like that I let them know.
A lot of times the first objection they give isn’t the real objection IMHO. Address the point they raise and dig deeper usually works to uncover what they’re real concern is. If you can do this you just differentiated yourself from every other sales person they might be talking to
duckt tape, 10/10 against complaints
The ones you dont have answers for yet, Write them down or remember them. Ask other sales reps (or a good manager or mentor) how they handle that objection so next time you have a good response. Over time you collect these and get more and more effective on the phone.
See objections as an opportunity to understand their business even more. They say an objection - try to understand why that is an objection
Ask follow up questions!
I love all of these comments. Hillarious. What works for me is take the beating (their complaint) and talk about the emotion they are feeling, and take action in the sense of setup the solution (next appt, callback, customer service case# ) Its all in the feels & the follow up. If you don´t follow up the 1st part does not work for repeat cases
Active listening and making the proper questions.
Here is a technique for you - Feel, Felt, Found. I understand how you feel, it is similar to how (insert customer) felt, what they found is (overcome objection with a specific example).
If it’s not an objection we can overcome due to product fit or something like that I let them know.
I usually start making subtle threats. If it's a cost objection start implying that they shouldn't be placing a price on their family's well being.
If you've never held a sales role before you don't have a ton of leverage when it comes to salary negotiations aside from if what they're offering is well below market rate.
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