Manage ANY sales objection successfully!

You know the last place you want to be thinking of a response to an objection?

Yes, you got it right: while in front of the actual customer.

It’s like prayers. You don’t want to be praying to God to stop the devil from killing you just because the devil is about to kill you. You should have done that yesterday, the day before, and the one before.

What I’m trying to say is that it’s not unwise to have a thoroughly planned strategy for dealing with objections in sales.

What are Objections?

Objections are the roadblocks that hinder successful conversions. It plays out as concerns, doubts, or hesitations cast by potential customers or leads during a sales process. Objections can arrive at different stages of the process and can be seen as roadblocks that must be addressed and overcome in order to close the sale. The ability to handle objections is a crucial skill for salespeople.

Let’s play out an objection:

Imagine Sarah, a sales executive with Pipefy, trying to pitch their sales automation software to Marcelo, CEO of Banfox. CEO.

Sarah: Hi Marcelo, thank you for agreeing to this meeting. We at Pipefy have observed Banfox's phenomenal growth, and we think that our sales automation software can help you grow even faster.

Marcelo: Thank you, Sarah. We are always looking to improve our operations at Banfox. How can your software help us?

Sarah: Banfox is built on rock solid customer relationships, and with our software, you are able to enhance that. With Pipefy, you can make repetitive sales duties automated, streamline communications, and gain insight to drive your sales strategy

Marcelo: As a growing company, we are cautious about new tools. How does your software fit into our existing sales process?

Sarah: [interested] That sounds promising. With Pipefy, you can streamline your customer onboarding process. And you can have better knowledge of why a service is delayed, who is responsible for it, and the status of each customer. It gives you great visibility

Did you notice the objection?

Not everyone can tactfully navigate that, and Sarah did superbly by finding ways through which her software can fit into Marcelo’s company.

How Objections Play Out

Objections can play out in other ways. Marcelo’s objection had to do with product fit, however, they can take other shades. They can be due to:

• Time

• Pricing

• Authority

• Risk

• Misinformation

• Previous experiences

• Indifference

Dangers of Not Preparing for Objections:

• It takes away focus and attention from your lead as you're trying to formulate an on-the-spot response

• Your response will probably be longer as you are dishing out inner thoughts to make your service look better, and when you feel the last sentence didn't capture it enough, you end up saying more.

• You won't have confidence

• Your response will be tied to your mental and physical state at the moment

5 Steps to Take

• Write down the top 30 objections you’re facing

• Write down the best response to each objection

• Do not go beyond 3 sentences for each response

• Have 5 people review your responses with you and provide feedback

• Train yourself to know these responses by heart