Being good at handling objections in selling is critical for success. The reason this is important is that objections are guaranteed to come up throughout your sales cycle. Here are three objection handling options.
Comply with the Objection
We always have the option to comply with the objection. This is to basically to agree or give in to the objection.
The important thing to realize is that at some point, complying with the objection is the best direction to go. This is when we stand to cause damage to the level of rapport with the prospect by continuing to try to pursue other objection handling options.
What we don’t want to do is use complying as our first objection response all the time as that will lead us to minimal sales results. To avoid that, one approach to use is to try two to three attempts to defuse or get around the objection before complying.
Overcome the Objection
Another option that we have when handling objections in selling is to overcome the objection. This is basically to try to defuse or resolve the objection.
Overcoming an objection is doable but this can be challenging as it basically involves changing a prospect’s mind. With that being the case, there are certain times where trying to overcoming an objection makes sense and there are times where it does not.
Changing someone’s mind can be challenging and in order to be effective at this, you will need a little time to plead your case. As a result, to try to overcome an objection during a cold call can be a very low probability direction. There is simply not the time and attention from the prospect that you need to really be effective at defusing the objection.
Where trying to overcome becomes a good option for handling objections in selling is when you are in more formal meetings and discussions with prospects. For example, if you are giving a demonstration or presentation and an objection arises, you then have the time and attention that you need to really face the objection head on and give a good attempt at resolving the prospect’s concerns.
Think of it like trying to redirect to asking interview questions.
Redirect the Objection
A third option for handling objections in selling is to redirect the objection. This is to not give into the objection, nor trying to resolve it, but mores so to redirect the conversation into a new direction. Here is an example of that:
Prospect: “We are already using something for that.”
Salesperson: “Oh great. Do you mind if I ask what you all are using today?”
As you can see from this example, we did not comply and move on. We also did not try to overcome the objection to try to convince the prospect that they should change. What we did was keep the conversation going by asking a question that moved away from the objection but stayed in a related area.
Redirecting is an ideal tactic when facing objections while cold calling. There simply is not time to effectively deal with and respond directly to objection at that time. By redirecting, you can improve your ability to keep conversations going and that can help to improve results.
Launch Pad Solutions provides sales messaging to help with handling objections in selling.
|This article was published on Sunday 19 August, 2012.|
|Back to main topic: Dealing with Objections
Prepare for Objections for Effective Cold Calling
Common Objections When Making Cold Calls
Redirect Objections When Cold Calling for Sales
Build an Objections Map for Effective Cold Calling
Objection Handling Options When Cold Calling for Sales
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