So, Your Sales Prospect Objects
It is inevitable. Every salesperson who sells complex solutions, no matter how skilled, receives objections from customers and prospects during the sales process. How do you respond effectively to false sales objections ? How do you handle an unmotivated prospect and turn them around?
What It Sounds Like
Objections are rarely couched in a simple “no.” When prospects do not want to engage further, you’re apt to hear responses like these:
- Please send me some information.
- You should talk to _____________ who handles that sort of thing.
- Sorry, I’m too busy to consider this now.
- We’re happy with our current solution.
- Can we talk next quarter?
False Sales Objections
These are the kinds of “false” sales objections you often get in the first 30 seconds of a cold call, in the initial stages of the sales process, or in a brand new client relationship. “Real” sales objections typically occur later in the sales process once you have been through the initial discovery stage and they need to be treated as valid. The early, or false, objections are your prospect’s attempts to blow you off. They are most likely objecting to the sales call, not your offering or solution.
How to Handle False Sales Objections
Here is a proven strategy for handling false sales objections, step-by-step:
- Acknowledge or Agree
Do not fight back; instead, say you’d be happy to send information. Your prospect will relax and be more open to you and your message. The point is to advance the conversation, not end it.
- Reduce the Tension
Remember that you are trying to win over your prospect and build a trusting relationship, not fight with them. Say something like, “To be honest, I’m not sure the information I have is even relevant.” Now there is a reason to hopefully continue the conversation.
- Speak to the False Objection
Here are some examples of how you can address a false sales objection, but be sure to put them in your own words so they don’t sound rehearsed.
Send me information: Would you mind if I ask you a few quick questions so I only send info that would be most helpful?
Too busy: I understand. Could I send you information you can review later? Or what is the best way to set up a time to talk that would be better for you?
Talk with __________: I would be glad to. Before I reach out to them, I would like to ensure that I understand your top priorities so that any next steps are aligned with you and your long-term plans.
We are happy with what we have: That is good to hear. My goal was to learn how you are currently handling ___________ and to see if we should talk in the future. Do you have a few minutes now?
- Three-Minute Discovery
You have just about three minutes to motivate your prospect to want to learn more about what you have to offer. You will earn that precious time if you professionally address any false sales objections. Then you can move forward to plan another interaction where you work together toward a clear definition of what issues the prospect is facing and how you can help.
The Bottom Line
The key is not to give up too quickly when your prospect tries to blow you off. You now have a few tools to speak to their attempts to give you the run-around and to move them to the next stage of your sales process.
To learn more about how to convert sales leads faster, download 30 Sales Questions More Important than Budget to Win Business Faster