Being in the business, sales will always be a part of it. You will always have to sell something, may this be a product or a service. Your business will never grow without selling something. And so, the number one obstacle when it comes to selling something is people’s objections. People’s number one defense mechanism when it comes to buying something they don’t know is sales objection. How can we handle this type of obstacle in our business?
- Know the reason why they are saying “No” – As an assertive person, determine why the they say no in the first place. When you pinpoint why they are saying no, you will be able to explain the value on why they should say yes. You should also aim to articulate their problem in such a way that it doesn’t seem like a problem anymore but rather an opportunity for both improvement and achieving their goals.
- Add value to what you are offering – People reject things especially if they don’t know why they need them in the first place. After determining the reason why they say no, try to add value on the product or service you offer. By this point, they may able to see a clear picture to purchase your product or service.
- Overcome the objections before they get to you – This may sound confusing at the start but it is one of the simplest ways to overcome objections. This objection handling strategy can be achieved through presenting genuine testimonials, quality content and relatable case studies on your digital platforms so as to give potential customers a chance to overcome their own objections without even having to speak to you.
- Practice being rejected – Well, we all have experienced rejection in some point of our life and let’s be honest, it is not a good feeling. So, to be able to handle rejection and make your way through it is to PRACTICE! Try convincing a friend who also owns a business and offer your product or service to them. When you practice and practice handling objections, you will able to take down points on why the person said no and make a way around it. So, when you encounter that situation again, you will be able to show why it is essential for them to say yes to what you are offering. As the old saying goes, practice makes perfect and this is the key ingredient to truly mastering the art of handling sales objections.
It may be tough going through objections at first but without experiencing them, we won’t be able to know how to overcome them. Make sure to take action and practice handling them. In time, objections are no problem for you and by the time you know it, your business has generated sales twice or three times more!
If you need marketing strategies for your business, our team at Your Social Voice can easily work with you through it.