Have you ever been in a situation where you are getting what you think is close to finalizing a deal only to find the customer comes up with objections?
Some would argue, as salespeople, we do not control all the possible objections upfront, in other words, we have not shown our value proposition in full. However, in reality protests last-minute happen for all of us no matter what we think we have done to make a deal.
There is what we call the opposition and how to control protests that will give us an edge in the final deal. I have been asked many times about how to handle objections and the first stock my answer is usually “Have you shown the full value proposition to the customer?” This does not serve a lot of good if the salesperson feels inclined to think, “Of course I have.”
It may be true that the salesperson has indeed not identified some of these objections when going through the sales cycle, but it does not mean the end of the deal. The outlook is talking to us because they have a need, and I would suggest that the object is actually “Implied Need.”
Although the majority of objections are ‘Implications of Need, “there are some that will be described as real; the’ Price opposition” and “products protests. These real objections are handled by reducing the impact of value arguments. Put them against the benefits that have been approved and when their impact is minimized.
So get into our mind that there are only two “real” objections behind why prospects may not buy you will find that all the other protests can be treated – that will allow you to further demonstrate your value
Many courses promote the use of scripts feedback response to the typical protest the salesperson will encounter.!. Unfortunately, such methods preclude us from seeing the protests as a positive contribution to sales. As we have discussed, the protests really needs in disguise and using the “reflex statement” We are really ignore Views prospects and needs.
Before we go on, let me give you an example. Read the statement below and consider reflex response from the salesperson
Prospect. “Now we do not have the resources internally to manage such a complex solution.”
Reseller; “If we could show you how easy it could be to make this possible would you buy from us.”
The order response from the salesperson will only harm the sales cycle. This is a wasted opportunity. There are real needs behind the outlook statement. In fact, it is not a protest at all but a series of “hidden needs” which, if explored and developed, would enhance our ability to address all requirements of the client. Can you name all the “implied needs” in a statement on the prospects? Could these “implicit needs” to “benefit statements” that helps close the deal in?
If you can not see the implied needs, it does not mean you are bad at selling, it usually means that you may need to add or hone your skills. Why not write down some of the “objections” that you have seen on the ground in recent months. Look at them and see if you can pull out the implied needs. If you want, send them to us and we will respond to the implied needs.
You may also read the sales methodology Blue Eskimo, the Real Value Selling ©. It’s all about the value proposition. This describes mainly the only reason, motivation or justification for an organization or company to purchase any product or service. These values are also described as’ buy Criteria “- the reasons for choosing a particular product or supplier over another. These arguments are commercial and can only be expressed in financial terms, or payback, but not the price!
And if nothing, the next time you encounter an object, remember it is only hinted at the need in disguise.