Five Steps For Overcoming Sales Objections (Like A Rock Star)
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Objections are the bane of a salesperson's existence. So how do you deal with them when they come up? In this video, I'm going to show you five steps for overcoming objections like a sales rock star.
Five Steps For Overcoming Sales Objections (Like A Rock Star) #1: avoid the objection in the first place.
We should have known that this was coming. And if it's surprising to us, it means that we made a mistake early on. If you're getting some of the same objections over and over again, chances are it's because you weren't strong enough up front, during the discovery conversation. Either the prospect isn't seeing enough value. So they're just looking for a nice way to extricate themselves from the situation, or there was a question that you should have asked that would have helped to uncover this eventual objection. And so really doing everything to avoid objections is so vital.
Five Steps For Overcoming Sales Objections (Like A Rock Star) #2: pause.
Whenever you hear an objection at any point in the sale process, the first thing we want to do is pause. Take a breath and pause for a couple of seconds. Give yourself a moment to think through what you're going to do next. And what we never want to do is rush through it. You want to slow it down. So the prospect says your price is much higher than I expected. One, two, three, four. And then respond.
Five Steps For Overcoming Sales Objections (Like A Rock Star) #3: soften.
What that means is we're going to compliment or flatter them or tell them something nice about what they just said. So the prospect says your price is much higher than I expected. You pause, and then you soften with something like you know what, I appreciate you sharing that. If they were feeling it and they were willing to say it, it means that we want to acknowledge that what they're saying is valuable. That's why we're first softening. That way, they're not going to feel defensive because we're not pushing back, we're not getting into an arm-wrestling match where they're pushing one way, and we're pushing the other. Instead, we're accepting it, we're acknowledging it, and we're softening it by just saying something nice to acknowledge what they just said.
Five Steps For Overcoming Sales Objections (Like A Rock Star) #4: clarify.
We're going to clarify with a question like: help me understand what prompted you to say that. Then we're going to dig into that. So we don't want to ask one clarifying question; we want to go deeper. So tell me a little bit more about that. Could you give me a little bit more clarity there? Unpack that for me. We want to dig into that and bring the objection back into that discovery conversation. Because what it's likely to do is clarify what they care about. When a prospect says your price is a lot higher than I expected, it doesn't necessarily mean that they want you to lower the cost, they're simply stating something. We don't know why they're saying that. So when we clarify and dig, we're often going to get into other gems, other pieces of value.
Five Steps For Overcoming Sales Objections (Like A Rock Star) #5: address.
We're merely going to address it by getting permission to throw some ideas at them. So when we go with addressing the particular objection, now we want to say something like would it be okay if I just threw a couple of ideas at you? And they're almost always going to say yes. And this is where you can start to address the objection, by sharing some ideas on how we might be able to pull out some pieces to lower the price. If it's really about price, then we're going to ultimately have to get down to wherever they need to be. Right, so we're going to address it by getting that permission to throw out some ideas, and then we're going to have that conversation. Now, if you've done an outstanding job in the sale process, your first going to be avoiding that objection in the first place. And then if you've done a great job throughout the objection process, usually you don't even have to go past the clarifying stage. Let's say for some reason you're still stuck with this objection, that's where you finally address it, by saying something like can I throw some ideas at you? Now we're kind of in this brainstorm session, so you're not locked into whatever it is, but you're hopefully getting to a place where you can ultimately move forward.