First, let’s understand what is objection. According to Oxford Dictionary, an objection is an expression or feeling of disapproval or opposition.
When you are selling something getting objections is expected! It is not objections that define your sales but how you handle them. If your objection handling is strong, you convert more leads. The best practice of objection handling is writing it down, and figuring out what could be the reason behind it, and based on that you decide what should be the best reply that wipes the objection permanently.
An objection is like feedback. It gives you an opportunity to understand what is inside your prospect’s mind. Always remember if you target the right customer the objections that you have to handle will be less.
5 reason that causes objection.
- Absence of Budget
- Absence of Requirement
- Absence of Trust
- Absence of Knowledge
- Absence of Urgency
Absence of Budget
You’ll encounter price-related sales objections most frequently. This is due to the fact that every transaction carries some degree of financial risk.
As a sales representative, you should think about how to position your product or service and how to show its worth. This changes the topic of the debate to risk vs. reward.
They may be persuaded that the benefit outweighs the danger by giving them value and showing them where your solution will go. This object is not convened all the time so make sure you do your homework and figure out whether your prospect can afford it.
Absence of Requirement
People conduct business with those they like, trust, and are familiar with.
The prospect in an inbound sales call will probably have read some of your material or know something about your company. Jogging their memory could help you get beyond this issue, or you might think about your sales cycle and whether it’s possible to nurture them through it.
They might have never heard of you, but not all discussions are inbound conversations. At this stage, you should emphasize the value that your elevator pitch offers. Make careful to highlight the market authority your company has.
Absence of Trust
Despite the fact that it initially appears to be a sales objection, this is actually a chance to enlighten the prospect (and get information from them in return). To assess the prospect’s needs and qualify the prospect, use layered, open-ended inquiries. Use the fit you discover to show your worth.
Absence of Knowledge
The absence of knowledge about your product or service can lead to many sales objections. You get objections on the bases of your pitch, and the awareness of your product. If you have not explained how your product will solve your customer’s problem or make it better, it will make your customer uninterested. Your customer will be highly attentive in the beginning so make sure you start by addressing your customer’s interests.
Absence of Urgency
Finding out whether the timing is really a problem or whether the potential client is just ignoring you is the objective here. Asking them to explain why it isn’t important or what other priorities are now occupying their attention is one method to do this.
Pay close attention to their response to ascertain whether it has specific timing concerns or evasive explanations. You could have a chance if they’re flipping the bird to excuse their inactivity in the face of a genuine problem.
If everything else fails, make a later appointment with them to discuss the matter further.
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