This is Part 2 of our post on how to Overcome Objections when Sales Prospecting. (Click here to see Part 1)
Objections are often a Salesperson’s nightmare, keeping them up at night and making them reluctant to pick up the phone to make calls in the first place. Knowing you will face objections and having a plan and scripting to address and overcome them, is a sure way to reduce some of the frustration. Here are some techniques for re-directing discussions once objections have been raised.
- Say something they DON’T expect
Frequently, when on a call or in a meeting with a Prospect, we can find ourselves going into ‘sales’ mode. And Prospects, in response, will go into ‘defense’ mode. You are using all the stereotypical ‘sales’ techniques and they are responding in kind. But that gets you nowhere.
If you find yourself in this type of situation, I suggest saying something they do not expect. Rather than doing and saying what is EXPECTED – a classic hard sell – we can approach it differently in order to get a different, more positive, response. We show our people how to ‘sell’ differently – in our case, through conversation and building relationships – and Prospects respond differently, by trusting us and doing business with us.
When someone says, ‘we’re good’, they often think that will get them off the hook. With most salespeople, that means the conversation is over. You can change the outcome by continuing to talk with them, asking them ‘gee, what are you doing right?’. By continuing to be curious, you are no longer pushing a ‘sales call’ but you shift it to ‘having a conversation’.
- Stay curious
The goal is to keep Prospects talking about their problems. You do this through questioning and listening. When a Prospect starts speaking, you begin ACTIVE listening.
Follow up with questions and make statements such as:
“Wow, I can’t believe it’s been going on that long”
“Wow, that must be frustrating! Tell me more.”
Sometimes you may need to play ‘Dummy’ to keep the conversation going, saying something like:
“Gee, you know, I’m really not sure I am getting it, can you please explain that again?”
Stay curious. Include statements and questions which will elicit conversation. LISTEN to their answers.
- Call their bluff
Sometimes, Prospects will say, ‘We don’t need help, everything is great!’. I suggest asking more questions or making more statements and possibly calling their bluff. You can say something like:
“Wow! So, you and your sales team will hit your quota, even despite the pandemic? How have you managed to do that?”
This will allow you to continue the conversation and to learn more. If they ARE in fact in great shape, you may not be able to help but might learn some insights about how the organization works. If they are NOT doing as well as they originally said, it is an opportunity to add value and to continue the conversation.
No matter what, be POLITE! We are trying to create relationships here, not burn any bridges.
- Rule of 3
I train our salespeople to address objections and stalls three times. After that, if the Prospect is still not on board, I suggest you ask for the referral and move on.
- Memorize your script
Yes, hearing obstacles may feel like a kick to the stomach but by expecting them, have SCRIPTED responses (which you have memorized) and being prepared, you can take much of the sting out of them.
- Stay UNemotional
Stay unemotional – this is NOT a verdict on your self-worth or a personal failure. It is a ‘no’. And this is a business where you will hear a LOT of no’s. Move on, your next call is waiting to be made – Keep Dialing and get to that ‘YES’!
If you or your sales team need help with scripting or preparing to address obstacles, give us a call TODAY at 908-879-2911- we provide the words, encouragement and support you need to face obstacles like a PRO!