How To Overcome The 6 Most Common Objections In Sales
Written by Dave Lorenzo on November 1, 2019 / Inside BS Podcast
Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.
Here are those six sales objection handling examples:
– Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.
– Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.
– Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.
– Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.
– Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.
– Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.
By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.