By: Dezarae Davis
How to Overcome Prospects Sales Objections
Addressing objections can help you grow your business in many ways this isn’t the easiest skill to master in sales or sales psychology but once you get the method down you’ll see an increase in revenue and become a pro negotiator well, sort of. In this blog post, I’m going to give you practical tips or strategies to overcome clients and prospects' objections.
One reason you should address your prospect's objections in your content, sales copy, marketing message, and or during the sales call is because this creates an opportunity for your prospect's challenge(s) to be solved. Let me explain what I mean on the other hand you can talk them into a deal they want or need instead of allowing prospects to talk themselves out of a deal or a chance to work with you or take ownership of the products and services they want and need. Your audience and prospects are the potential buyers and you are the seller which means you need to be bold and confident borderline aggressive with your sales strategy in terms of the intentions and being ahead of their objections, statements, and beliefs they have. No, this won’t feel uncomfortable, yucky, or not sincere as sales should be fun making money paying bills, making an impact, and living your blessed life should be fun, not miserable and stressful. You are in for a treat so stick around plus I always save the best for last most times.
I don’t have the money or budget is the number one objection (excuse) in the world of all sales and marketing history this isn’t debatable. Oftentimes your prospects don’t have it and sometimes they do have it but fear to invest or buy your product or service. This has more to do with you than them sometimes because that means you are not positioning your brand as valuable and worthy of your prospect's coins. This also means there’s no sense of urgency and your prospects assume they have time because you avoid applying pressure.
Applying pressure to cause or motivate action instead of inaction and them walking away with nothing is not the same as applying stress. Applying stress can mean a lot and be broken down in different ways but to keep it simple an example of applying stress is aggressively trying to force or shove your products or services down your prospects throats knowing they are not a fit at the time or not willing to come up with or sacrifice the funds to buy from you. In other words, you know they’re not a fit and not ready to make the commitment knowing the plan will more than likely fall apart when it’s a forced deal instead of an eye-opening deal or experience.
What do I mean by the eye-opening deal? This means that your prospects may need a gentle push in the right direction and you open their eyes and help them to see the value, understand why now is the time, and help them to visualize what life or business would be like with or without your products or services. In a way, this method keeps (you) the seller in control while making sure your potential buyers are comfortable feeling that they are in control making the decision not you controlling them. Customers, clients, and prospects want to feel valued they want you to care about them and their needs your prospects can smell greed and desperation. They can tell when it’s all about the money and they can tell when the transaction will benefit one side and that’s you. Make sure you position yourself as a fair seller who wants happy buyers and believes in even exchanges where both parties are satisfied and will benefit each other in the end.
Apply the knowledge to your copy, content, and marketing message and sales approach. Let's go a little bit deeper with common sales objections and define how to maneuver and overcome sales objections to increase sales for your business.
Other Common Sales Objections
1. MONEY, MONEY, and MONEY
2. “I’ve spent my budget on other efforts so my budget is tight” (The feel bad for me because I mismanaged my money investing on the wrong products and services and now I need you to cheat yourself and cut me a deal because of my past decisions type of buyers…)
3. I don’t have the money prospects (let your potential buyers or prospects know manifestation is real you have what you say if you say “I don’t have” you won’t have anything and that’s not the right mindset or state of mind to be in.)
4. I will be ready next quarter or next year
The time is now not later the results and transformation wouldn’t even be the same if they waited. Make sure your prospects understand what will happen if they wait (such as losing a limited offer, product or service no longer being available, price increase, and more.)
5. One of my favorite lines “I will save up the money or get some sales or extra hours at work and come back” (to overcome this objection be firm and make it clear there is no next time the limited offer or deal will be off the table and the price will go up. Make sure your prospects understand that now is the time and they do not have time to waste or wait. Avoid telling them “I’ll be here” only say that if you really don’t want them as a client or customer.)
6. Will your product or service help me or apply to me? To overcome this objection it’s simple, not complicated: you have to buy to try which means you won’t know what works for you or not until you buy it. Ask Walmart can you try out their products before buying to see if it’ll work right there on the spot. Some products and services come with a money-back guarantee however everything in life doesn’t come with a guarantee it’s about taking risks.
7. “I have to cancel, can we reschedule, or can you call me back?” Either they are annoyed by you following up too much or they don’t want to invest or don’t see the value and rush. These types of prospects were probably pumped up to buy from you but self-doubt crept in or they are trying to rationalize and talk themselves out of buying.
8. They are working with your competition (great because you do have competition and then you don’t when you know you’re the best and what you offer speaks for itself.) This is an opportunity to discuss your unique value proposition and what makes your brand stand out from other brands.
9. You should just love the “I don’t have time” prospects! Money is the number one objection while time falls second in place. The prospects who don’t have time to make a decision and invest in what they want or need make themselves believe they are busier than what they are. They’re also the main ones making less or not making what they desire let's be real if JayZ and Oprah have time to make business decisions and impacts your prospects, buyers, customers, or clients have nothing but time. Excuses can’t be deposited at the bank.
10. Another one of my favorites “Can you send me the details or information” your prospects don’t need any more information they need results and transformation which means this type of language should be mentioned in your marketing content, messaging, and sales copy. When clients or prospects tell you this they are pushing you off to the side which means your product or service isn’t a priority to them. Part of that could be maybe they are not your ideal buyer the flip side could be again they don’t see the value or sense of urgency. You can offer demos, ask better questions to understand your prospects, and or create informative short videos that are persuading and when I say short I mean one minute or less avoid going past five minutes.
There are tons of objections that weren’t mentioned in this article but excuses are everywhere. Your job is to help your prospects see the value the before and after look along with the possibilities. Avoid selling them fake dreams or misleading them for sales find an authentic sales approach or marketing approach. Marketing and sales can be comfortable and sometimes uncomfortable therefore avoid being afraid to step out of your comfort zone to increase your sales online and offline. The main reasons why you’re intimidated with sales and overcoming sales objections and prospects objections is the fear of hearing no or launching a product or service to hear nothing but crickets with no sales or few sales.
Your common sales objections from prospects relate to money, time, and your audience and prospects not seeing the value. Sometimes your prospects not seeing the value has something to do with them when it does you can’t change their mind without it ended on a bad note whereas your target audience would buy from you if they understand the benefits and value. Avoid attaching money to the value of your products and services to be clear this doesn’t mean that there isn’t a certain amount of money that has to be paid to obtain the goods or services you sell this means to not sell solely on price but value. When you cannot express the value of your products and services this tells prospects you’re not confident in what you offer , therefore, they don’t see the value due to your lack of confidence. Make sure you believe in yourself and display confidence throughout your marketing content, messaging, sales calls, sales copy, and all marketing channels you’re creating and delivering to prospects to grow your business.
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To your success,
Marketing consultant who specializes in turning your ideas into a marketable and sellable product, digital product, or service!