Define customer objections as breaks in the sales process
If you are a salesperson, you would know that rejection is an inevitable part of sales. Every salesperson is getting rejected daily. So you are on the phone with a potential customer, the conversation is flowing, you think you are on the verge of closing the deal. Out of the blue, he/she says: "We are using your competitor's product." What would you do after that? Would you panic? Would you hang up?
We define objections as breaks in the sales process. Customers often show why they are not going to buy your product or service, giving you a chance to change your approach or update your product/service. Potential customers can always find a reason to push back on what you're offering, whether it's timing, budget concerns, etc.
CUSTOMER OBJECTIONS
45 answers to most common customer rejections and sales objections
In Customer Objections eBook, you will find 45 different objections and rejections from prospects with the respective answers you can use to close the sale. This is called objection handling, and it means trying to change the prospects’ mind by responding to them to address their concerns.
FROM THE BOOK
Sales objection: "Just send an e-mail, I will look at your offer"
This is the ultimate brush-off when it comes to sales objections. It is essential to understand why you're getting this objection in the first place. In some instances, potential customers want an informative email with relevant documents as part of the buying process. Nowadays, this kind of customer is becoming rarer.
Sales objection: "Similar product is cheaper in your competitor"
It is necessary to see the objections as the opportunities for sales rather than the barriers in front of the sales and perceive them as the product of real attention. The objections mean that the potential buyer is interested in the product, and eliminating the buyer's doubts will make you one step closer to sales. It is important to remember that there are no sales when there is no objection. Sales start when the customer says "no" and "no" is right.
Sales objection: "It will be hard job to switch to your product"
Customer objections are an integral part of the sale process. The importance of such objections, which can be daunting for a new sales representative, will make sense as the person gains experience. Based on experience, a few points will help you in your sale:
Sales objection: "There is a crisis, we can't spend the money"
In crisis times, the customer wants what the seller wants. They want to deal with honest, reliable individuals; buy the right product from the right supplier at the right price. Customers' priorities in order are first the seller, the company, and the product. The trust in these fundamental factors plays a vital role for both sides, especially in recession periods.
“Don’t expect to be motivated every day to get out there and make things happen. You won’t be. Don’t count on motivation. Count on discipline.”
―Jocko Willink