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When trying to close a sale, there are bound to be objections from the buyer. How you handle them can make or break your chances of completing the sale; if you handle them poorly, your prospect may change their mind about purchasing from you entirely.
You may not be the salesperson for your business, or maybe you are. Either way, it is essential to learn these tips as you will inevitably face all types of objections as a business owner, and you can even implement these tactics in your processes for your sales reps.
Here at SMASH, we have spent over a decade mastering our sales processes so that our coaching clients reach their maximum potential when it comes to making sales.
So, here are the most effective ways we have found to overcome 4 specific objections in sales so that you can meet your sales goals and earn more revenue every month!
Let’s get into it.
1: The Budget Objection
The first type of objection you will face when doing sales is about money.
Objections such as “we just don’t have the budget,” or “I can go to a different business and get a cheaper product or service” are often said by potential clients.
When giving your sales pitch, you have to be as clear as possible about the pricing or financing process of your company. Nobody wants to work with someone who is throwing out guesses rather than facts.
To overcome that objection when you feel that you have already been very clear about the cost, explain how much value your product or service will bring them.
For example, discuss how the materials you use are long-lasting so they won’t need a roof repair or replacement ever again for the rest of their lives, and how much money they will save as a result.
2: The Trust Objection
The second type of objection sales reps hear all the time is that they have never heard of your company and how can you prove that what you are saying is true.
That is when you bring out past client reviews and all certifications your company has. You can also tell them how long your company has been in the business. Explain what makes you better than your competitors.
It is important to never fully talk at your clients, make sure it is an open-ended conversation and that you are allowing them to ask you questions and raise concerns. Otherwise, they will see you as too pushy and not want to continue with the sale.
3: The Need Objection
A lot of people don’t think that their roof, lawn, HVAC system, etc. doesn’t need any tuning up, because they don’t have the expert eye to see any problems.
What you need to do as a sales rep is provide evidence that whatever part of their home needs to be repaired/replaced every x amount of years, and what can happen if they do decide to wait until they can tell something is broken.
4: The Time Objection
This objection goes pretty hand-in-hand with the need objection when it comes to services, as customers don’t think they NEED your services because it is not the right TIME.
So, similarly to the objection above, you need to provide evidence that the time is now to repair/replace whatever system in their home, and how things will only get worse and more expensive for them if they wait any longer.
In Conclusion
Overall, the most important job as a salesperson is to not make sales, but to gain the trust of your potential clients. You will not be able to make any sales with anyone if you don’t have the trust of the buyer.
So, even if you aren’t able to talk your way through an objection from somebody, you need to make a lasting impact on them so that they either reach out to you when they do decide they need your services, or, even better, they say yes to working with you after you follow up with them.
To learn more about following up with buyers as a salesperson, read our blog about it by clicking here.
Here at SMASH, we are here to help business owners and sales reps become the best version of themselves that they can be so that their business can thrive. With over 10 years of experience, we have made huge impacts on sales reps and business owners all over the country with their sales.