Quick Answer: How Do You Respond To Customer Objections?

How do you respond to objections?

33 Responses to the Sales Objection, “Your Price Is Too High”Wait for the prospect to finish speaking.Pause for 3-5 seconds.Ask a question.Pose a follow-up question.Summarize their objection in 2-3 sentences.Clarify if you missed anything.Diffuse their concern..

How do you respond to sales objections?

Generally speaking, there are four basic steps to the process:Listen. Don’t just let your prospect spell out their objections – actually listen. … Understand. People are complex. … Respond. Whether or not they seem like a serious issue to you, acknowledge that your prospect’s concerns are valid. … Confirm.

How do you handle customer objections?

4 Steps to Overcoming Sales ObjectionsListen Fully to the Objection. Your first reaction when you hear an objection may be to jump right in and respond immediately. … Understand the Objection Completely. Many objections hide underlying issues that the buyer can’t or isn’t ready to articulate. … Respond Properly. … Confirm You’ve Satisfied the Objection.

What are the five different types of objections?

5 Types of Customer Objections — and What’s Behind ThemCustomer objections fit nicely into five categories: price, cost, value, games and process. … Cost objections are long-term objections, because the root cause of the objection may be a broader cost-cutting effort by the buyer. … There is no one way to respond to all objections.

What does it mean to overcome objections?

Summary. Overcoming objections means making a case where you answer questions before they are thought of. While many people do not like long sales pages, if you artificially cut down the information just to keep it short you are going to find you have more objections dangling than you would like.

How do you overcome objection Not interested?

How to Deal with the “I am not interested” Sales ObjectionDon’t follow your natural instinct. The first thing that you need to do when you hear this sales objection is to resist your natural instinct and reflexes which will make you try to overcome the sales objection. … Focus on keeping the conversation going. … Redirect to a related area. … An example to demonstrate.

What are 4 types of closes?

Here are 4 highly effective sales closing techniques that are popular with sales reps:The assumptive close: This technique involves using a phrase or language that assumes the close is a done deal. … The option close: … The suggestion close: … The urgency close:

What are the 3 step in objection handling?

A Proven 3-Step Process for Handling the Trickiest Objections3 Steps to Handling Sales Objections: Encourage and Question. … `1) Encourage and Question. When you get the “too expensive” objection, your first instinct is to lay out the ROI of your solution. … 2) Confirm and Provide a Response. Once you have asked one or two clarifying questions, restate the objection. … 3) Check.

What are the five steps to overcome sales objections?

5 Step Process to Overcoming Sales ObjectionsStep One: Anticipate the Objections First.Step Two: Create Objection Answers.Step Three: Do Your Homework.Step Four: Enter the Presentation With the Right Attitude.Step Five: Remove Objections One-By-One Calmly.

Why do customers raise objections?

Fortunately, this isn’t as complicated as it sounds, since most sales objections are caused by one of the following: Customer does not believe your solution provides enough value. Customer is reluctant to make a change. Customer has a need that doesn’t align with your solution.

Why is overcoming objections important?

Objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect. The best way to handle objections is to be thorough in every part of the selling process from qualifying through the preapproach, approach, and presentation.

Why is it important to consider and respond to objections?

Objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect. The best way to handle objections is to be thorough in every part of the selling process from qualifying through the preapproach, approach, and presentation.

How do you respond to someone not interested?

The prospect’s response is: “No, we’re not interested.” Your choices are:#1: Terminate. “Thank you very much for your time. Please think of us in the future when you’re in the market for products and services like ours…”#2: Investigate. “OK. … #3: Perseverate. “Are you certain?

What are the 4 types of objections?

Objections can be generally classified into four types:Price/Risk. Price, cost, budget, or ROI concerns all fall into this category. … Quality of Service. … Trust/Relationship. … Stall.

What to do when a prospect says no?

Use these four tips as circumstances require, and you’ll see that it is possible to bounce back from rejection and make a sale:Don’t get discouraged.Learn from your mistakes.Try another approach.Avoid the no. Don’t box the prospect in.

What are the four P’s of handling objections?

This is sometimes referred to as the 4-P’s: price, product, place, and promotion.

What are the most common sales objections?

Common Sales ObjectionsIt’s too expensive.There’s no money.We don’t have any budget left.I need to use this budget somewhere else.I don’t want to get stuck in a contract.We’re already working with another vendor.I’m locked into a contract with a competitor.I can get a cheaper version somewhere else.More items…