Looking to understand sales techniques overcoming objections in your business?
For every person that says a wholehearted “yes” to your sales pitch, how many people come back with a firm and forceful “no”? Probably more than you’d like to admit, right? But still other people may be unsure—and they present a very real possibility using the right sales techniques overcoming objections to seal the deal.
But how do you do that—overcome those obstacles in order to gather another “yes”? For starters, put your listening skills on and take in—really take in—any objections someone might have. You want to hear them out and not challenge them about having an objection. 
People really don’t like to be wrong or made to feel like they are not correct. You have to acknowledge and agree with someone’s view point (even if you totally disagree!). What this does is gives you both common ground, and levels the playing field.
Also, very people actually listen intently to others. You want to not only actively listen to what people say, but more important than that is the meaning behind the words. For example, someone asking “what is the refund policy” is not someone just curious about the refund policy.
With a question like this, there is likely an underlying objection still present such as lack of trust or needing to see more third party validation. Testimonials and success stories from other users of your product or service are very powerful and help to reduce this objection, so be sure to promote these everywhere you can.
Want more specifics on the importance of listening? See this infographic below:
Yes, one of the best ways to overcome objections is to listen to the person. You can’t always do all of these on the spot but just practice them when you get time.
Here’s one of the sales techniques overcoming objections prospects may come up with. You could say “I hear ya” or “I understand” – even if they say “this is pricey” you could say “I hear you John, we sure are more than our competitors but once thing you won’t get if you go elsewhere is me. I’m committed to making sure you get ten times the amount of value for every single penny you spend with me. Is that fair?”
They will almost certainly say YES. Often times people just want some reassurance before they buy, and just because someone says an objection it isn’t set in stone.
The goal posts certainly can be moved. So agree with where they are at, however once you have done this you want to use logic AND emotion to bring them round to your way of thinking and feeling. People make decisions emotionally and justify it with logic, and in a sales environment it’s no different.
You can also read more on this Salesforce article to find more sales techniques overcoming objections – basically if you can get to the route cause of an objection and just talk them out, you will improve your sales revenue and reduce Buyer’s Remorse syndrome. Also here’s some relevant blog posts you may like on recruiting strategies for direct sales and how to get more sales online.
-Seb Brantigan
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Skype: seb.brantigan
