Smart Sales Objection Handling: 9 Ultimate Steps To Overcoming Buyer Resistance Easily

The most crucial and sensitive stage in personal selling is smart sales objection handling. At this stage, the closure of sales deals depends on how the salesperson addresses the needs and concerns raised. Many sales deals are missing out due to poor objection handling.

It is undeniable that not all leads can become customers due to some factors beyond the reach of the salesperson. However, once the prospect agrees to meet you for the presentation, it is assumed that he has the interest, affordability, and authority to make the purchase. This is where you must do your best to close the deal.

In this episode of the Inside Sales Series, we shall elucidate the step-by-step guide to mastering sales objections and overcoming buyer resistance.

What is Sales Objection Handling/Responding?

Sales objection handling is a deliberate effort from the salesperson to the prospect with the intention of addressing the concerns, fears, and worries to convince them to buy a product or service. The prospects may have issues and concerns that might be explicit or implied so far as he is about to make a buying decision.

The salesperson in this situation is expected to work confidently to make the most moment by closing the deal effectively. Sales objections are indicators of whether the presentation resonates with the prospect’s pain points or you are wasting your time.

8 Common Sales Objections Sales Professionals Meet

1. Price

Prospects may object to the price of your product or service. In this case, it’s important to emphasize the value and benefits they’ll receive in return for their investment.

2. Quality

Some prospects may question the quality of your offering. To address this objection, highlight the features, certifications, or customer reviews that demonstrate the high quality of your product or service.

3. Features

If a prospect feels that your product or service lacks certain features they need, it’s essential to showcase the features you do offer and explain how they meet their specific requirements.

4. Timing

Timing objections often arise when prospects are not ready to commit at the present moment. In this case, it’s important to understand their timeline and offer solutions or incentives that align with their schedule.

5. Budget

Prospects may object based on budget constraints. In response, you can explore flexible payment options, discounts, or demonstrate the long-term cost savings and return on investment your offering provides.

6. Decision-making authority

Sometimes, objections arise because the person you’re speaking with may not have the authority to make the final decision. In this case, it’s crucial to identify and involve the key decision-makers in the sales process.

7. Risk

Prospects may have concerns about the potential risks associated with your product or service. Address these objections by providing guarantees, warranties, or testimonials that demonstrate the positive outcomes and minimize risk.

8. Competition

Objections related to competition often involve prospects comparing your offering to that of your competitors. Differentiate your product or service by highlighting your unique selling points and the advantages you offer over the competition.

 Top 4 Smart Sales Objection Handling Tactics for Top Salespeople

Among the numerous approaches to handling sales objections, here are the top 4 sales objection handling tactics for top salespeople:

1. Direct denial

2. Indirect denial

3. Compensation

4. Boomerang

1. Direct denial

When an objection raised by the prospect is based on incomplete or inaccurate information, the salesperson is then required to provide accurate information and correct the misleading facts. A strong statement is made to indicate the error made by the prospect in the objection. Sales professionals are expected to do this with caution.

2. Indirect denial

Unlike direct denial, over here the salesperson uses softer statements to correct the misleading facts in the objection. While the prospects expect the salesperson to disagree strongly, the sales rep recognizes the sincerity of the objection and carefully respects the views of the prospects. This approach helps avoid direct contradiction and confrontation.

3. Compensation

This tactic works on the principle that no product is perfect, and there are advantages and disadvantages compared to competing products. Some prospects easily note these trade-offs and raise their objections. Top performing salespeople admit to validate this concern and go further to use the advantages of the product to compensate the objection raised.

4. Boomerang

Prospects may have enormous reasons not to buy from you. When one of those reasons is voiced out and you base it on the objection raised to convince the prospect to take action, the boomerang tactic has been utilized. For instance, if a client raises a concern about the high price of a product and you offer him an installment plan for the purchase. This approach can be used in many situations, but must be done with care.

#Ads >>> TSF Marketing Solutions

Looking for a great team to handle your business’ digital and branding needs? We are an excellent digital marketing agency that provides top-notch services to businesses and organizations like yours. Let’s help you elevate your marketing activities digitally. Message us on WhatsApp Now!

9 Ultimate Steps to Smart Sales Objection Handling And Overcoming Buyer Resistance

• Step 1:  Listen attentively to the prospects

• Step 2: Identify the type of objection

• Step 3: Evaluate the root of the objection carefully

• Step 4: Respond with a solution

• Step 5:  Anticipate resistance

• Step 6: Substantiate with evidence

• Step 7: Handle stalls and delays

• Step 8: Ask the prospect to act

• Step 9. Close the deal

1. Listen attentively to the prospects

When a prospect raises an objection, it’s important to actively listen to what they’re saying. Give them your full attention and let them express their concerns without interruption. This shows that you value their input and you are genuinely interested in understanding their perspective.

2. Identify the type of objection | Ultimate Steps to Smart Sales Objection Handling

Objections can come in various forms, such as price concerns, product fit, timing, or competition. By identifying the specific objection, you can tailor your response accordingly. This requires careful listening and observation to pick up on the underlying issue.

3. Evaluate the root of the objection carefully

Once you’ve identified the objection, it’s crucial to dig deeper and understand the root cause. Ask open-ended questions to uncover the prospect’s underlying motivations, fears, or hesitations. This will help you address their concerns more effectively and provide a targeted solution.

4. Respond with a solution

After understanding the objection’s root cause, it’s time to respond with a solution that directly addresses their concerns. Highlight the value and benefits of your product or service, and explain how it can overcome their objections. Be empathetic, provide evidence, and use persuasive language to build trust and confidence in your solution.

5. Anticipate resistance | Sales Objection Handling Steps

It’s important to anticipate potential objections before they arise. By understanding your prospects’ pain points and common objections in your industry, you can proactively address them in your initial pitch or presentation. This shows that you’re prepared and knowledgeable about their concerns.

6. Substantiate with evidence

When responding to objections, it’s helpful to provide evidence or examples that support your claims. This could include case studies, testimonials, data, or success stories from previous clients. Concrete evidence can help build credibility and trust with your prospects.

>>> Episode 09 Inside Sales Series | 20 Advanced Sales Presentation Techniques to Boost Your Sales Game <<<

7. Handle stalls and delays

Sometimes prospects may use stalls or delays as a way to avoid making a decision. It’s important to address these tactics by asking open-ended questions to uncover the underlying reasons for their hesitation. By understanding their concerns, you can provide reassurance or additional information to help move the conversation forward.

8. Ask the prospect to act | Ultimate Steps to Smart Sales Objection Handling

Once you’ve addressed their objections and provided a solution, it’s time to ask for their commitment. Encourage them to take the next step, whether it’s scheduling a follow-up meeting, signing a contract, or making a purchase. By asking for action, you guide the prospect towards closing the deal.

9. Close the deal

 The final step is to close the deal. This can be done through various methods, such as summarizing the benefits, offering incentives, or creating a sense of urgency. Tailor your closing approach to the specific needs and preferences of your prospect.

Additional Tips

Stay calm, patient, and professional when handling objections. Use active listening and empathy to build trust. Be prepared to adapt your response based on the buyer’s feedback. Follow up and follow through on commitments made during the sales process

Conclusion| Smart Sales Objection Handling

Effective objection handling requires practice and understanding the unique needs of each prospect. Following these steps will help you to be well-equipped to handle objections, overcome buyer resistance, build trust, and close more deals. Remember to stay flexible, adaptable, and customer-focused throughout the sales process.

Written & Edited By:

Arthur Kwame Philip