The idea of objections is always common in sales. You can’t get away from it but how do you handle objections? How can you handle price objections in this new COVID world?
What’s your view on objections?
- Objections have always been in sales; these objections are not going anywhere.
- The real point, however, is the why. Why are you getting these objections? What are you trying to achieve?
- Sales reps need to figure out the why of the objections to be able to move around them.
- The sales process isn’t only about getting your goal which is closing the deal. It’s about slowing down and understanding the journey. It’s about determining the reason why the prospect is talking to you and why they took the initial call.
- We should remember to ask the why for every part of the sales cycle.
- It comes down to having confidence in yourself as a seller and this comes from experience in getting knocked down several times and the experience of getting those wins.
- Sales reps need to ask the difficult questions but you also need to have the knowledge behind it so that you can answer any questions that may be thrown at you.
- Aside from the confidence in yourself as a seller, you also need to have confidence in whatever you’re selling. You need to do due diligence on your part to understand the products available.
- Prospects today respect you more if you ask questions and don’t stop at the surface level. They respect you when you do all the steps in the process.
- Buyers only buy from people who are checking all the boxes and asking the right questions.
- The first step to building confidence is by giving yourself grace and it comes with time.
- Believe in yourself that this is a journey and you’re not supposed to be good at day one.
- It’s critical to take the time to invest in various self-promotions. Kristi was able to be a part of an organization that has its own sales methodologies.
- Take different pieces along the way with your own experience to build your own way of selling.
- It also helps to be part of an organization where you really believe in your products or services.
Overcoming objections in this age
- Aside from knowing the why, it’s also good to have that gut instinct.
- Use your gut instinct to judge people’s character to understand what it is they’re really saying.
- Do your research. There are a lot of companies that are doing their studies and publishing articles on how COVID has affected them. Find the things you need that will start the conversation.
- Sales is a matter of being there for your prospects and clients.
- We live in a world where there is so much content out there, we have all the advantages compared to the sellers years back.
- Do your part, sift the information available and share the ones that you know can add value to your prospects. At the end of the day, people like to be told what to do when it’s done the right way.
“Objections: How Can I Handle Price Objections In This New COVID World?” episode resources
Check out Kristi Strickland and follow her on LinkedIn.
This episode is brought to you in part by Skipio.
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