Get your client to say yes!

Lisa Thal

Own The Objection And Close More Sales

The sales teams that consistently exceed expectations tend to be more aware of what is keeping them from closing the sale. They are prepared for any objection that their client may present to them. They find a way to build trust with their clients and shift their clients’ thinking. They ask clients to have an open mind to the information that they feel confident can help their customer. Most of us buy on emotion and back it up with logic, and so do our clients. The most successful team members are those who emotionally share solutions for their clients and offer benefits of doing business with their company.

Most clients want to know they received a fair price and value so most of us will face the price objection at some point in our careers. Price is an easy objection for the client to use as a reason to not move forward with your proposal. I see the price objection as one step closer to converting your client and a huge opportunity to discover what may be delaying their yes. When a client objects to a price, you have an opportunity to educate them and provide more information. You have that moment to discuss the cost and the benefits your product can offer them.

How do you prepare yourself and your team to master objections? Think like your clients. See the business through their eyes and their customers’ eyes. Ask them to explain how their customer views them and why their customers buy from them. Is it price or value they receive? What could arise during your meeting or presentation? Do your research so that you’re ready and have the confidence and enthusiasm through the process. What do you imagine are the top three objections you will face during their meetings? How would you overcome these objections?

In your next sales meeting, engage your team by walking through the following process.

  1. Ask your team to share their thoughts on what the phrase “Own the Objection” means to them.
  2. Next, ask your team how they would reply to the following objections:
    “Your price is too high.”
    “I am too busy to meet.”
    “We don’t have a budget.”
    “We are happy with our current provider.”
    “Send me the information to review.”
  3. Then, ask your team for the top three objections they face most often with clients. How might they answer those objections? Be prepared to share with them how you might answer the objections. Once you have agreed on the top three objections and the best verbiage to overcoming them, have your team learn how to respond to those objections effortlessly.
  4. In the following meeting, have each team member randomly pick one of the objections and share with the team how they would respond. When they answer the objection on the spot in front of their peers, they will build confidence and the ability to answer similar objections when on calls.

Your ability to understand what is prohibiting you from doing business is key. Asking what is keeping you and a client from working together may open the real objection.

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