When it comes to working with my business clients, my primary goal is to give them the tools they need to help their companies grow.
While we focus on giving them the REAL wins in terms of getting their mindset, productivity, and strategy in place…. we want to make sure they have simple tricks and techniques to grow their business.
Part of this involves sales and persuasion techniques.
Sometimes handling objections can create conflict between the buyer and the seller, and if not handled correctly, it can cause a severe breakdown in your workflow.
So here are 3 sales techniques to handle objections that have your customers looking up at you, instead of fighting with you.
Often your clients have a preconceived notion about your work that is incorrect.
Either they’ve heard rumors that are untrue, they haven’t done enough research to know the truth, or something similar.
These situations can cause conflict, where you can be tempted to argue the truth vs their incorrect beliefs and even if you’re right you can lose the sale.
And easy way to handle this objection is to create a scapegoat to explain why they were given false information.
An example would be something such as: “Oh, yeah, an opinion piece in a popular blog went viral discussing a decrease in property sales over the next few years. This has lead many people to believe that waiting to buy is the right option. However if you see this other article here; you can see that now is actually a great time to buy.”
In this situation you avoid arguing directly.
You allow them to save face, by explaining that they were probably misled by a false article; and that this has happened to others too. (Whether or not this is the reason is irrelevant you just want them to feel comfortable being wrong by having a justified reason)
Then you give them an alternate source to combat the source they have in their head.
2) Sense of power
Sometimes a customer has an objection simply because they want to feel like they’re in charge.
They’ll disagree with your data. Or argue against buying your product simply to play Devil’s Advocate or to get you to “work harder” for the sale.
An easy way to combat this is to give them the power they crave.
A large part of power comes from having all the answers. So you can work with this by asking questions that trigger the sale instead.
An example is this.
“Oh yes! You’re totally right about your observation, it could fail, and may not be ideal for you. I love that you spotted that. However, I’m curious. In your opinion, is there a chance that this is the solution you’re after?”
The added benefit here is that you’re also learning if this is a waste of your time.
If they don’t feel that your service is a potential solution, you can duck out and focus on someone who is worth your time.
In my experience they’ll actually just tell you what they like about the program, and what they feel needs to be addressed in order for you to sign them up.
A simple if/then should secure the sale:
“If I provide X then would you like to proceed?” Once you’ve got that, you should be basically set to go.
3) Show them they’re needed.
This one isn’t used enough. People are afraid to let their customers know they’re needed:
If a customer is on the fence, and worried about spending the money for a program, you can try “needing” them.
The key is to do it in a way that doesn’t sound desperate. If you sound desperate, it might sound like you can’t be trusted to effectively handle the job. So, you need to strike a balance.
Here’s an example.
“I hear your concerns about the money, this is the lowest we can take the price. However, I’m curious. Do you believe it will work?” (If yes, then) “Okay, between you and me, you’re the EXACT kind of person we want on this program. You’re dedicated, motivated, and I feel you’re not someone who will allow others to hold you back, correct? You just confirmed you know this would work, and we would LOVE to work with you and let’s get this solved. So let’s do this…okay?”
This shows them that they’re valued for more than just their money and you’re not just after a sale.
These techniques should help you close more deals no matter what level you’re at in your company. Whether you’re first starting out, or you’ve been in the business for years, you’re always going to have objections. And the tools here will turn even the toughest objections into another avenue for your business to grow!
I hope it helps!