Overcoming objections is an important part of the sales process. They tend to be a hurdle for small business owners who don’t have a dedicated sales team and take on the role of sales themselves. This could only work if the owner has a sales background. The key is to understand what’s stopping the costumer from making a decision in your favour or buying from you, and then you directly deal with the objection; by digging deeper, you will be able to adjust your proposition to suit your potential customer’s unique needs.
Preparation is a must for all small business owners, you need to be prepared and know what your value proposition is for your product or service to gain more sales and be successful in sale.
Keep in mind that your potential clients may have more than one objection, so it’s important to be able to identify each one.
“Your services cost too much. I can get the same service from someone cheaper.”
This is the top sale objection most sales people hear. Try to break down your total cost into smaller amounts that are attached to smaller services so the client can see why your price point is what it is. It is important to highlight the benefits they will receive by being your client.
“I need to discuss this with my partner” or “I promised my friend I’ll use his company for my next project.”
It is important to keep calm when you come across this objection. Point out the unique of your brand or service, offer to send information pamphlet which highlights the benefits and price of your product.
“I’m too busy; Call me again in 6 months.”
Lack of time is an issue for many clients. As you are busy so are your clients and therefore it is important to avoid wasting their time. Arrange a meeting when they will be willing to speak to you and remember to follow up.
“It seems like you know what you’re doing, but how do I know you really have the necessary experience to do this?”
Trust is something that takes time to build. You need to be honest and consistent all the time to overcome the objection. Don’t manipulate the costumer into buying, no one appreciates that.
Ultimately, the goal is not to try and avoid customer objections but rather ensure that the customer is satisfied in knowing they are receiving the correct supply for their demand, matched with competitive pricing and a reputable quality of delivery.