Recently, I’ve posted a few articles on motivational challenges to improve yourself. It’s important to continually evaluate yourself to find areas of improvement and update your goals as you achieve them. But beyond your own personal goals, it’s also important to evaluate professional goals to improve your abilities in your career.
This week, I’d like to share an article by Stuart Leung titled “Overcoming Common Sales Objections: Don’t Take No for an Answer.“
In the article, Leung provides creative solutions to some of the most common sales objections salespeople face when working on new sales. These solutions are excellent to have in mind when making sales calls so you can be prepared to work with any situation.
These sales objections are:
- Lack of budget
- Approval from authority figure
- Lack of need of your product or service
- Value consideration
The Benefits of Being Proactive
As someone who receives a high volume of sales calls, I can quickly tell who is prepared and who is not. While I want to help businesses succeed, I also need to consider what’s best for my company. If a salesperson cannot explain their product or service thoroughly or answer my questions, I lose confidence in their ability to deliver quality. So it is vital for salespeople to know their products inside and out and have creative ways of countering customer objections, without overstepping their bounds.
Bottom line: if a customer is honestly not interested, don’t keep pushing it. However, if you have a really great pitch, the customer may instead refer you to someone who does need your product/services.
“With an understanding of your customer’s wants and needs and your product’s offerings, you are armed to tackle any objection based on budget, authority, need, time, and value,” Leung wrote. Chances are, the person you’re speaking with isn’t the decision maker so the easier you make it for them, the easier you make it for their team to say yes. If a customer has to re-pitch your product/service to their team, if you can provide answers to questions they may be asked, you increase your chances of success with that company.
“The art of sales is inherently associated with objections, but most can be overcome by building a sense of credibility, trust, and re-framing the way your buyer sees what you’re selling,” Leung wrote. “When it comes down to it, sales is about showing the product/service at the angle that’s best-suited to the conversation.”
Read the full article here: Overcoming Common Sales Objections: Don’t Take No for an Answer.
Check out this free e-book with best practices to improve your sales performance!