This how you can overcome sales objections during your closing sales phone calls. handling objections is a skill that takes practice…
Why Phone Call Closing Sales Can Be Effective
Personal connection: Phone calls allow for a personal connection with the prospect.This can help build trust and rapport, which can be especially important in B2B sales or for high-ticket items where the decision is more complex and involves multiple stakeholders.
Immediate feedback: Phone calls provide immediate feedback, allowing you to adjust your pitch or approach in real-time based on the prospect’s reactions and objections. This can help you tailor your message to better address their needs and concerns.
Cost-effective: Compared to in-person sales or traditional advertising, phone call sales can be more cost-effective. You can reach a large number of prospects quickly and efficiently, without the need for expensive travel or marketing campaigns.
Efficient use of time: Phone calls can be an efficient use of time for both the salesperson and the prospect. A well-planned and executed call can provide the necessary information and decision-making tools in a short amount of time.
Direct communication: Phone calls provide a direct line of communication with the prospect, allowing you to answer questions and address concerns in real-time. This can be especially effective in building trust and credibility, as prospects are more likely to buy from someone they feel is responsive and knowledgeable.
CLOSING OJBECTIONS BASIC RULES
Common Objections and How To Handle them
- “I need to think about it” – This objection is common and can be a way for the prospect to get off the phone without committing to anything. In response, you can ask questions to clarify their concerns or offer additional information that addresses their needs. You can also offer a limited-time incentive to encourage them to make a decision.
- “It’s too expensive” – This objection can be challenging, but it’s essential to understand the prospect’s budget and what they consider to be valuable. You can explain the benefits of your product or service, show how it will save them money in the long run, and offer flexible payment options or discounts.
- “I’m not interested” – This objection can be disheartening, but it’s important to remain professional and polite. You can ask questions to understand why they are not interested and try to address their concerns. You can say : “In what are you interested in ?” or “In what are you NOT interested ?” the last one is quite powerful if the person is rejecting you at the first second. If they are still not interested, it’s best to end the call respectfully.
- “I need to check with my boss/partner/spouse” – This objection is common, and it’s important to understand who the decision-maker is and involve them in the conversation. You can offer to send additional information, schedule a follow-up call, or arrange a meeting with all the stakeholders involved.
- “I’ve had a bad experience with similar products/services” – This objection can be challenging, but it’s important to listen to their experience and offer reassurance. You can address their concerns and explain how your product or service is different and better than what they’ve experienced before.
Objections Less Common
- “I’m not ready to make a decision right now” – This objection can indicate that the prospect needs more information or time to consider the offer. You can offer to send more information or resources, schedule a follow-up call, or ask questions to understand their concerns better.
- “I’m already using a competitor’s product/service” – This objection can be challenging, but it’s an opportunity to showcase the unique benefits of your product or service. You can ask questions to understand why they are using a competitor, address their concerns or pain points, and explain how your product or service can provide a better solution.
- “I don’t have the authority to make a decision” – This objection can occur when the person you’re speaking with is not the decision-maker. You can ask who the decision-maker is and offer to schedule a call or meeting with them. Alternatively, you can ask for permission to send them more information or resources to share with the decision-maker.
- “I’ve never heard of your company before” – This objection can be challenging, but it’s an opportunity to showcase your company’s credibility and reputation. You can provide information about your company’s history, awards, or customer testimonials. You can also explain how your product or service is unique and valuable compared to competitors.
- “I don’t have the budget for this” – This objection can indicate that the prospect needs more information on the return on investment (ROI) or the cost savings of your product or service. You can explain the value proposition of your offering and how it can benefit their business. You can also offer flexible payment options or suggest a lower-priced package that still meets their needs.
Few More Objections
- “I’m not sure if this is the right fit for my needs” – This objection can be an opportunity to learn more about the prospect’s needs and offer more personalized solutions. You can ask questions to understand their specific challenges or pain points and explain how your product or service can address those needs. You can also offer a trial or demo to allow them to experience the benefits firsthand.
- “I need to do more research before making a decision” – This objection can indicate that the prospect needs more information or time to consider the offer. You can provide more information or resources to help them with their research and offer to answer any questions they may have. You can also follow up with them after they’ve had time to do their research.
- “I’ve had a negative experience with your company in the past” – This objection can be challenging, but it’s an opportunity to address the prospect’s concerns and show them how your company has improved. You can apologize for any past negative experiences and explain how you’ve made changes to improve your product or service. You can also offer to provide references or case studies that showcase positive customer experiences.
- “I don’t have time for this right now” – This objection can indicate that the prospect is busy or distracted. You can acknowledge their busy schedule and offer to schedule a call or meeting at a more convenient time. You can also offer to send more information or resources that they can review at their convenience.
- “I don’t want to be sold to” – This objection can indicate that the prospect is wary of being pressured or manipulated. You can acknowledge their concerns and explain that your goal is to provide information and help them find the best solution for their needs. You can also offer to answer any questions they may have and provide them with the information they need to make an informed decision.
Conclusion
Handling objections requires active listening, empathy, and effective communication skills.
It’s important to understand the prospect’s concerns and needs and offer personalized solutions that address those needs.
By addressing objections effectively, you can build trust and credibility with the prospect and increase the chances of closing the sale.