Here are some proven ways to handle objections easily and efficiently
Has it ever happened to you that even though you offered a solution to your client’s problem, they still insisted on their objections? It seemed pointless since you were trying to be helpful the whole time. It’s strange that they stayed angry despite all your effort. During a long argument, the other party often does not acknowledge what you are saying because they are only paying attention to their own ideas.
First, it is essential to recognize if we are facing an excuse or a real problem?
An excuse is something by which someone is trying to disguise an uncertainty or a hidden intent. One thing is certain: an excuse, by no means, is a real problem. A real problem can prevent our customers from making a purchase.
You are ahead of the game if your potential buyer honestly tells you about their problem. You have the opportunity to respond genuinely to this, and you can find a solution together. Think of these instances as good opportunities because you can talk to people candidly. You might not make money at the end of this conversation, but you can look at your services from a new perspective that will surely benefit your business.
Get to the bottom of things!
If you feel you are getting superficial excuses instead of real problems, try to find out what people are trying to cover up. A good trick for this is to ask questions.
“Is there another reason you don’t want to do business with us?” or “If we can solve this, can we close the deal?”
You can dissect made-up excuses in other ways. Keep asking questions till you discover the real problem. Inquire until you feel the answer is specific and manageable enough. Empathy is the hardest part of selling. We are all unique, with different emotions and experiences. Put yourself in your customer’s shoes to look at your products/services.
The best way to deal with objections is to prevent them. Ask good questions and pay attention to the answers. During the conversation, ask what the customer thinks about the service, ask if they have any specific questions.
- What essential features do you think the product/service should have?
- What price do you find acceptable?
- What do you expect in return for this price?
You can expect excuses if you feel some uncertainty in the other party.
- How can you ease the situation?
- What arguments could you use to support the customer’s emotion-driven purchase?
You have to answer these two questions. A good example of this is the slogan “Because you’re worth it” in the advertisement of one of the famous cosmetics companies. This simplifies the dilemma and also puts the solution in our hands.
Here are the 5 best practices you can use to effectively address real objections
1. Repeat the customer’s objection
Simply summarize what they said to you: “If I understand correctly, it bothers you that …”
On one hand, this will ensure your attention and, on the other hand, clear up any misunderstandings. Clarifying questions can also be excellent for communication and give the other party a chance to express their feelings and opinions in more detail.
2. Show how the product helps others
This method can be used in marketing as well. Its advantage is that it provides confirmation to the customer. They can trust us, they can tell us their opinion honestly, as others have done so before.
You can also prepare in advance for the most common objections. “It’s too expensive for me,” buyers say to any product, in every branch of service. This suggestion is very general, and it is difficult to continue the conversation afterward. Knowing this well, you can show the other party through specific customer examples that it is simply a matter of comparison.
3. Be specific
Have the customer say what they are willing to pay.
“It’s too expensive for me”
What’s your answer?
“Would you tell me exactly what price you would find acceptable for the service?”
If they can give you an exact answer to this, you will be in a better position. You’ve managed to overcome a classic hurdle, and it can also reveal how far their ideas are from the real values.
4. List the disadvantages of your product
This may be surprising. Imagine how shocking it would be to complain to the customers. It’s unusual to talk about the disadvantages or shortcomings of your product/service, and your customers know it. Your honesty will raise your credibility and will deepen your client’s trust in you.
This method can be quite handy when comparing multiple products. A weakness of one product can make the other product look better. The customer will eventually be able to choose based on their priorities.
5. Seek advice and brainstorm together
If you run out of suggestions, or just feel that a customer has a solution to their objection, simply ask.
“How do you think this problem can be solved?” or “What offer would you find reasonable?”
You can learn from these creative solution proposals and get to know your own business from a completely new perspective.
You don’t have to be afraid of excuses. Almost every successful business faces them. You should be more worried about unspoken problems and excuses because you will not be able to change them. Consider any feedback as an opportunity for improvement. If you can tell the difference between an excuse and a real problem, you can learn even more about how your business works.