Regardless of how small or huge the price of a product or service is, consumers generally have different objections — from their needs, budget, to timeline. Thus, you must manage these objections effectively to help achieve your sales or business goals. Below, we’ll present the common sales objections along with helpful techniques to overcome them, so keep scrolling.
The LAER framework is about listening, acknowledging, exploring, and repeating or responding to your prospects. It urges you to understand your potential customers’ situations and the reasons behind their objections. This way, you’ll know how to handle such objections properly, build a connection with them, and eventually turn their objections into approvals.
For example, a prospect says that they like the automation platform that you presented, but now they’re focused on their other important initiatives. Listen to and acknowledge their objection by empathizing with their struggle to finish such initiatives. Then, start exploring by asking them about other initiatives that they wish to prioritize.
Once the prospect shares that they’re launching a new product or service, repeat what they said by congratulating them for this endeavor and asking about their potential doubts if they would purchase the new platform for these new employees.
Then, once you’ve identified their underlying objection, explain how the product or service is easy to implement and how it can benefit everyone in the organization. This increases your chances of eliminating their fears and convincing them to purchase the product.
To help you practice the right techniques in handling sales objections, let’s look at some of the examples below:
When you hear this, don’t immediately resort to giving them discounts. Instead, emphasize the product or service’s unique value. Provide specific examples or scenarios wherein the product or service can solve their common problems. Highlight benefits, like the amount of time they’ll save and the number of quality leads they’ll get.
Several clients resist change, especially if they think their current system is working fine. However, they may also not be aware of the potential problems they’ll face and the opportunities that a certain product or service can give them. Thus, take extra effort in exploring and learning more about their processes and goals.
Ask questions, and then present examples or even case studies that will illustrate the effectiveness of what you’re selling. This allows them to be more open to changes and trust the product or service and its benefits to their organization.
Prospects would often say that they’re too busy at the moment, so they’ll tell you to contact them after several months. Whether they mean it or not, create a sense of urgency without sounding too forceful or salesy. For example, emphasize attractive but realistic offers that are only effective for a specific period. Make them realize that waiting for a few more months could mean losing a huge opportunity.
To help overcome customers’ sales objections, you need to apply the right techniques, like using the LAER approach, being proactive in learning their problems, and highlighting the value of your product or service.
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