What is working with objections in sales

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Sales managers constantly face customer objections. Before making a purchase decision, they compare, begin to weigh all the pros and cons, ask leading questions about the product characteristics and order conditions. Some people are especially interested in various bonuses and discounts.
At the same time, the sales specialist needs to work carefully with each client, analyze additional factors, intonation. So the answer to the objection "no money" can be different, it depends on the buyer's motive - to say goodbye and not take anything or to learn more about the quality, get a bonus.
There are two types of objections when selling over the phone:
The client says what he really thinks. Such objections are called true.
The refusal is false or hidden. That is, the client taiwan email list begins to object, but behind it there is not an unwillingness to conclude a deal, but another reason. In this case, a competently built dialogue will allow you to make a sale, "press" the interlocutor to the result.
Often there are excuses like "it's too expensive". Most likely, the client wants to end the conversation, and it is up to the sales manager to figure out his true motives.
What is the difference between true objections and false refusals?
A good example of a response to the objection "it's expensive"
"It's too expensive" is the most common objection. The client says that the price doesn't suit him and goes on to look for more. Does this mean that nothing can be done? Of course not, and the manager's job is to demonstrate the value of the product to the buyer so that he understands that the purchase is worth the money. In some cases, it would be appropriate to offer a discount.
How to handle the “expensive” objection in sales:
clarify what exactly the client is comparing with, prove that your offer is better;
make a quality comparison and invite the potential buyer to do the same;
agree, and then tell how the client will solve all his problems for the current price;
Break down your spending by week, month or quarter and show clear benefits over the long term.
Make sure that the only thing that bothers the client is the price. There may be other pitfalls, but it is easier for a person to refer to the high cost and say goodbye.
Methods and techniques for handling objections
Special methods are used to work with objections. The seller uses them as trump cards in the sleeve during the conversation. If you use objections correctly, there will be a chance to direct the dialogue in the right direction. Let's consider universal responses to popular irritations:
"It's expensive." Determine what is behind the buyer's decision - a really high price or doubts that the product is worth its money. If possible, offer a discount.
"No money." This objection is not necessarily related to the first one. Perhaps the buyer has money, but does not really need the product, or the purchase limit for the reporting period has been exhausted. Offer more information about the product so that there is time to think and, if desired, return to the deal in the future. Is there really no money? A good option is installment payments.
"The supplier already exists." There are many suppliers for the services and goods in demand, perhaps your interlocutor has been cooperating with competitors for a long time. Explain that it is not necessary to place orders with one company, describe the advantages of working with several suppliers and offer your own services for the future.
"I'll think about it." It's hard to call the answer an objection in its pure form, since the client does not refuse and will most likely return to the question over time. And yet - after "I'll think about it" usually no one comes back. Try to give the potential client more information, interest him, behave as politely as possible.
Ask open questions to learn more about the client, their needs, and provide relevant information. Focus on the points that really interest the client and the competitive advantages of your product or service. If possible, give an example of using the product, share your own experience.