When faced with sales objections, only preparedness and skills can help you to overcome them successfully.
If you are looking to gain important skills in sales, consider using Overcoming Objections Sales Training Course from pdtraining in Auckland, Napier and other cities in New Zealand.
Here is a list of 8 classic sales objections you should be prepared for:
1. Lack of perceived value in the product or service – contrary to what you may believe – price is usually not the issue – it’s the perceived value that the person has placed on your service or your product which dictates the objection. You MUST believe in your product or service when giving your sales pitch.
2. Lack of perceived urgency in purchasing the solution – there is no reason to ‘act now’. People are generally very good at procrastinating, so your job here is to “find the pain” and show how an immediate purchase can create an immediate solution to the problem.
3. Perception of an inferiority to a competitive offering – you haven’t solved your clients concern over the value of your offering versus your competitor or one product over another. Never make negative comments about your competitors, but do point out how your product is different or better,
5. Lack of funds to purchase the offering – they simply don’t have the money yet and don’t want to tell you. A great way to overcome this sales objection is to ask about their budget for this project or inquire into whether a payment plan may be a good option for them.
6. Personal issue with the decision maker(s) – there is a conflict between you and one or both of the decision makers – i.e. the wife doesn’t like you – but you haven’t picked up on it. You need to improve your ability to ‘read’ your customers ‘tell’ and you need to learn how to more effectively build rapport or hand the deal off to another sales person.
7. Initiative with an external party – they have already signed on with another service and are having the meeting with you out of politeness. Although this can be perceived as a waste of time, you should always provide them with an option to “test out” your services or product and ask if a better price for a better product would change their mind
8. “It’s safer to do nothing” perception – this is the procrastination thing again – a lot of people don’t like making decisions, so it’s your job to find the “pain” that the decision maker is experiencing and show how your product or service will create such a benefit that the decision becomes a “no-brainer”.
The great thing about sales is you CAN learn how to manage this process!
Pdtraining delivers 1000’s of professional development courses each year in Wellington, Auckland, Napier, Christchurch, Hamilton, Dunedin and Tauranga, so you can be assured your training will be delivered by a qualified and experienced trainer.
All public Overcoming Objections Sales Training courses include am/pm tea, lunch, printed courseware and a certificate of completion. Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.