Selling is an art. It has to come
naturally. Often the key thing in selling is to understand what is actually
stopping your clients from making any decision in your favour. Once you are
aware of this, you can easily handle the sales objections that may come in your
way.
How to overcome the sales objections?
Price:
If your services cost too much,
it becomes the biggest hurdle of your client. In such a scenario, you need to
justify the price. Try to break the total costs into smaller division so that
the clients get a clarification of why your price point is high and what it is.
Focus on the unique value of your products and services. This makes the client
understand the differences between your products with that of any other
providers.
The fear of change:
The fear of change can make the
decision making process a bit difficult. The easiest way to overcome this issue
is to exhibit the past examples of changes and show them how positive it was.
Showing the clients about the different ways the industry has changed over the
past 10 years and how the potential clients have accepted those changes for the
betterment is quite effective. This approach makes them more confident about
adopting any changes quickly.
Be honest and a straight shooter:
Do not sound disingenuous. If you
reach that point, you have lost the sale already. Focus on being honest by
providing all the information that your client needs to make a sound decision.
Being direct and honest makes the sales process much easier because it makes
the conversation between you and your client more meaningful. Eventually, they
build trust in you.
Timing:
If managing time is an issue for
your client, chances are that it will still be an issue for the next six months
or a year. To overcome this objection, start listing the advantages of working
with you and exhibit the value of your products and services. Most importantly,
explain how easy it is to get started. Therefore, do not give them the
opportunity to delay their decision making process.
Empathise with the client’s concern:
Your client will always provide a
clue regarding what is preventing them from making a decision during a sales
meeting. Acknowledge them instead of being defensive. Try to look at things
from their perspective. Ask yourself the possible questions such as how would I
feel in this situation? What would make me feel more confident and much more to
add. If a sales executive recognises
a client’s concern, they are in a better position to address them.
By being proactive and
understanding the customer as a person, you create a great foundation for a
long term relationship. This definitely helps in selling your products and
services efficiently.
