“Treat objections as requests for more information .” - Brian Tracy

Introduction:

Handling objections during the follow-up process is crucial for closing deals and maintaining positive relationships with clients. Objections are a normal part of the sales process and can come in many forms, such as concerns about price, timing, or the product or service itself.

With that said, here are 10 MUSTS to ensure that you handle objections effectively.

One of the most important things to remember when handling objections is to remain calm and professional. It is important to listen actively and understand the objection before responding. This not only shows that you value the client's concerns, but it also gives you the information you need to address the objection effectively.

Another key aspect of handling objections is to be prepared. This means researching and understanding your product or service well enough to anticipate and address common objections. Additionally, having a clear and concise response to objections will demonstrate your confidence and knowledge to the client.

It is also important to address the objection in a way that addresses the client's specific concerns while also highlighting the benefits of your product or service. This can be done by showing how your solution addresses their specific needs or by providing examples of how other similar clients have benefited from your product or service.

Finally, it is important to follow up after addressing the objection. This can be done by sending additional information or scheduling a call or meeting to further discuss the objection and provide the client with additional support.

In summary, handling objections during the follow-up process is crucial for closing deals and maintaining positive relationships with clients. It is important to remain calm and professional, be prepared, address the objection in a way that addresses the client's specific concerns and benefits, and follow up after addressing the objection. By effectively handling objections, sales professionals can build trust and credibility with their clients and increase the chances of closing deals.

1. Remain Calm

Remain calm and professional: It is important to stay composed when faced with objections, as this demonstrates your confidence and professionalism to the client. Act as though you expect the objection and that the potential client is raising a valid point. You have to meet them where they are before you can take them where you want to go.

2. Listen Actively

Listen actively: Make sure to fully understand the objection before responding. This shows that you value the client's concerns and gives you the information you need to address the objection effectively. A key to listen actively is in asking questions. The better question you ask the more active a listener you will become.

3. Be Prepared

While it may seem obvious to say be prepared so many sales people forget this critical step: Research and understand your product or service well enough to anticipate and address common objections. Being prepared also means practicing what you are going to say with a coach, colleague, mentor, friend, or even family member. You brain doesn't know the difference between practice and "game time". Building this skill through practice will make a huge difference when it comes to your paycheck.

4. Speak Concisely

Have a clear and concise response: Having a prepared response to objections will demonstrate your confidence and knowledge to the client. The more you talk the less they listen. Being able to respond concisely to their objection, as opposed to talking ad nauseum could be the difference between a sale and a cold lead.

5. Address All Concerns

Address the specific concerns: Show how your solution addresses the client's specific needs or provide examples of how other similar clients have benefited from your product or service. An effective approach to this is to pull each objection apart and repeat it back to the person, or people, you are speaking with. Make sure to finish with "Are there any other concerns that you would like to make sure we address at this point?"

6. Benefits - Features - Applications

Highlight the benefits: Along with addressing the specific concerns, it is important to highlight the benefits of your product or service. Benefits are

7. Speak Positively

Use positive language: Using positive language can help to build trust and credibility with the client. There are courses available on sales language, learning how to speak using positive words, and how not to speak when talking to a potential client. If you have never taken one before this may pay great benefits in your business, and personal life.

8. Be Solutions Based

Offer solutions: Offer solutions to any objections rather than just providing information. This goes back to point #2 and "listening actively". When you can ask effective questions and truly understand what your potential client wants to achieve you may be in a place to offer alternative solutions that achieve their goal better and faster than they would have thought of.

9. Follow Up

Follow up: After addressing the objection, send additional information or schedule a call or meeting to further discuss the objection and provide the client with additional support. One of the most powerful things you can do in a sales call is to set the next appointment before getting off the phone. "I will send you a recap of your concerns as we talked about them and (supporting info) that we talked about. When would be the best next time for us all to connect to see what you thought of (supporting info) and answer any other questions you may have?"

10. Keep Track of Objections

Keep track of objections: Keep track of objections that come up frequently and develop strategies for addressing them effectively in the future. If you are hearing the same objection(s) in the same place of the sales cycle you may want to provide more information upfront to handle that objection before it arises. An assignment I have often given coaching clients is to keep track of the top 5 objections they regularly here with a script for how to handle that objection. It will keep you on track and enable you to handle that objection effectively - even when you're not in the office with all of your resources.