Corporate E-Learning

Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections. With the right training, it is possible to turn objections into opportunities. Investing in sales objection training will help improve sales and the company’s bottom line.

Customers typically introduce sales objections for three main reasons. They may be skeptical of the product or service. It is also possible for customers and sales associates to have misunderstandings and miscommunication. Occasionally, however, customers may just be stalling. Part of overcoming objections is identifying the factors behind them.

Sales representatives need to expect prospects to make objections. Rather than seeing objections as hindrances, they should be viewed as opportunities. Addressing objections early on will help prevent any problems later on in the business relationship. Simply learn to translate the objections to questions and reasons to buy.

When handling objections, you need to ask the right questions in order to develop a positive rapport. Every salesperson should be prepared to face objections. Most customers have the same common objections. This means that you should have a number of appropriate questions ready to handle the different objections.

An essential part of the sales process is finding points of agreement with the prospect. By agreeing on small points, clients find it easier to agree to a sale. For example, a client who agrees that technical support after the sale is important may consider buying. You may also need to agree with a client’s objection to close a sale.

It is useful to have clients answer their own objections. The questions that you ask about objections will show you how to move forward. A client who provides a reason for the objection is telling you what he or she needs to strike a deal. A client who does not provide reasons for an objection is probably not focused on your conversation. Either way, the client’s answer directs how you should proceed.

The only way to overcome sales objections is to communicate with the client. You should already know to expect sales objections, so bringing them up and discussing them with the client makes it easier for you to identify the inner workings and deflate objections.

Not every objection is voiced. There are different reasons why prospects do not voice every objection. They may be uncomfortable or they may feel that the sales representative will not understand. A well-trained sales representative will be able to uncover the unvoiced objections and address them to the client’s satisfaction.

There are five basic steps to handle all sales objections. It is important to never argue with clients about objections. Rather, follow the basic steps to deal with objections and develop a strong working relationship with prospects.

There are some dos and don’ts to remember when handling sales objections. Most of the dos and don’ts are common sense. In the middle of a negotiation, however, it is easy to forget common sense rules. It is important to develop a rapport and earn the client’s trust, so always remember the dos and don’ts.

Once you overcome the sales objections, you should be able to seal the deal. Closing is a delicate process and it is critical to do it effectively. Time the close carefully, and practice tried and true closing techniques. Being over eager could cost you the sale.

Although this workshop is coming to a close, we hope that your journey to overcome sales objections is just beginning. Please take a moment to review and update your action plan. This will be a key tool to guide your progress in the days, weeks, months, and years to come. We wish you the best of luck on the rest of your travels!