3 Steps to Overcoming Sales Objections

A sales objection is a customer saying “I would buy, or I’d think about buying, if it weren’t for this (reason = objection)”. Sales objections can be various and a salesperson faces them almost everyday. But an important part of the job of a salesperson is to overcome sales objections to make it easier for a customer to reach the decision of buying.3 Steps to Overcoming Sales Objections

1. Think of a sales objection as an opportunity, not a hindrance

An objection can spark the specific flow of information that will help you to better the qualify as a sales opportunity and better understand the needs and current environment of your prospective client.

For this reason, you should work hard to embrace and understand the true objections you might come across with future clients before you meet them. Believing a sales objection to be an opportunity will help you to remain positive and patient so that you have more chance of closing the sale.

2. Prepare for and remove sales objections

Sometimes bringing up an objection as a part of the sales pitch can be a great way to get it out of the way quickly. But this can vary from person to person as you might bring up an objection that they hadn’t even thought of, but if you find yourself getting the same objection time and time again, then getting it out of the way early can be very beneficial. If you can help it, remove as many sales objections as you can so that the customer can make a quick choice to buy the product/service.

3. Make a list of objections

When you’re giving a sales pitch, and you receive a new objection that is not on your list, make sure to write it down. You can add it to your list later.

By understanding the true objection(s), you will be one step closer to getting the deal across the line, whether that means getting to the next stage in the sales process with your current prospect or realising that you should be investing your time elsewhere.

But, when you’ve hit a wall as we all do, fall back on your preparation and know that even the best salespeople in the world don’t win every sale. If you know how to sell, you know that you need to work patiently and honestly to make the customers happy with their purchase, the company, and you.


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