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:
It is a crucial step to see the objections as a natural part of the sale process. This provides the sales representative with a psychological advantage over the fact of objection.
The customer who has objections will be the best sales instructor for the sales representative. Even if a good sales representative misses the sales opportunity, they will receive excellent training for the next sales.
Objections provide an essential opportunity for the sales representative to realize their shortcomings and improve themselves. Just as the difficulties in life improve people, the sales objections also improve the salesperson.
The objection is a purchase signal. The purchase/tendency to buy/intention to buy creates a risk perception for the customer. The objection is the sibling of this risk perception. If the customer has no intention to buy, he will talk a lot and cause the salesperson to lose time.
Although some objections are about general issues, you can witness original objections specific to each sector and product. An experienced sales representative should be able to anticipate possible objections before meeting the customer. He should also respond with no surprise. A salesperson experienced in the sector should lead the customer to the objections they want to hear.
The first step to correctly identify the reason for the objection is to respond to it. A sales representative must distinguish between the objections he will address and those he will not.
Objections may arise from fear of being deceived, ignorance, curiosity, past negative experiences, personality characteristics, and the client's efforts to gain an advantage.
However, we can classify objections into two groups: valuable for the salesperson and worthless. If an objection is "logical and critical" for the salesperson, we can conclude that it is beneficial. There is a formula to understand if an objection is critical and logical or not: The more relevant the objection is to the after-sales risks, the more vital and valuable it is. If your customer's objection has nothing to do with the possible after-sales risks, we can consider it worthless.
Some customers object to gain more advantage. It is important to understand if this is the case. If the salesperson does not sense it, they will close the sales with concessions to the customer.
A successful sales meeting is the one that is concluded without any objections, not responding to the objections. Therefore a pre-sales research should be done.
Sun Tzu says that "Perfection is not about winning every battle by fighting. The supreme art of war is to subdue the enemy without fighting." If we adopt this saying to the sales process: "A successful selling is the one made without letting any objections to occur."
The objection stated above is a purchase signal. It is likely that your customer had the tendency to buy but perceived a risk. He probably had experienced a similar process before and had a negative experience. Therefore, it would be well first to raise a question to reveal this. Have you had a similar experience before? What consequences did it have/what problems did it cause? How your customer will answer these questions will help you understand the risk perception better. However, the main difficulty comes right after this stage.
It is not about giving ready-made answers, playing off, manipulation, or fighting shy to respond to sales objections. Such questions provide the best experience for a sales challenge. If your product does not qualify to defeat this perception, you'll have your work cut out. No playing or manipulation works in such cases. You have to provide a solution that will address your customer's concerns. For instance, all you have to do is to show and prove that your product is worthy of all the trouble that your customer will take.
First of all, you should ask a question to check whether your customer's objection is genuine. The possible questions are as follows: If I have proved that our product's shipment will not bother you, would you prefer us? If the objection is a genuine one, your customer will respond positively. In this case, your task is to show your customer how easily you will arrange the transition with proofs and demos.
However, if your customer has such an objection to a product, it is probably a genuine question with justified reasons. This transition can be troublesome for your customer. In this case, you should draw your customer's attention because the product is worth this effort. "Yes, our previous customers also had similar concerns. However, what is important is whether the added benefits of our product will be worth the trouble, right?"
You prove that the answer to the question in the second part is optimistic with the first part of this counter-question and your other customers' reference. As you attracted your customer's attention and showed that you have confidence in yourself, you can accept the situation with a sincere confession to the customer:" Yes, switching to our product can take 2 to 5 days depending on the variables in your company. "Following this sincere confession, you can raise a counter-question:" What would you think if I proved to you that our product is worth it and you will not regret it?" Now it is time to get to the real problem: "If you choose our product, you can reduce your production costs by 25 % compared to the current product you use. Let's estimate the effect of this on your business profitability?" With such questions, you can draw your customer's attention from the efforts to take and time loss to business productivity and profitability. However, I assume that you have your proofs, accounts, demos to support this claim.
If your product's benefits do not outweigh the risk perceived by your customer, it is not possible to close the sale. For this reason, you must provide all the necessary works to convey the value proposition with a strategic presentation. Your responses to your customer's objections should aim to attract their attention and come to this stage. If your product does not fulfill the said functions and your business has no value proposition, then the customer is the wrong one for you, or it is just that you do not know well enough about your product and company. In this case, you may lack training in basic sales techniques. You must make up for it as soon as possible.
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
Define 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?
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: "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.”