You might come across objections in the field. It is normal when the path to a purchase is not straightforward for your prospect, do not panic, it is an opportunity to get helpful and get creative. Your job at those pivotal moments is to understand what they are truly objecting. Once you know, you can address it, flip it and move it. In this article, I will quickly address a few pretty big objections just, so you are aware.
The Big Bad Previous Experience
Not every product/service is the same, so when you hear prospects bring up previous experiences, let them tell you about it and show empathy and genuine interest in the experiences they have had. Empathy is a way to show you care and that you are listening, we effortlessly take in so much business from competitors who eagerly await their turn to speak to ‘prove’ to the prospect they are not like every other company (when that is in fact what every other company does).
Much like convincing a romantic interest that you are different from their old fling, you must understand the particular reasons your prospect was put off about their particular experiences. You set yourself apart when you explain the ways in which you are both different and completely the same. This comforts the prospect as they have a reasonable picture of what an account with you would look like and they are free to make that decision for themselves.
Sure, you could omit details or lie from the go, but the dissatisfaction will always arise somewhere. It is better you forgo the tarnish on your reputation by letting go of a prospect that is not right for you and waiting for someone who can genuinely benefit from what you have to offer and the way you are offering it.
The ‘right’ will tell you about their doubts and concerns, you should never run from the things that are holding them back, else it will never leave them. Customers’ references are a good way to prove everything you are saying but do it in a way that shows a connection you have with your prospects and ensure you follow up with them, it gives them insight into the level of care they can expect with their account.
The Ex(tra resource)
Your contacts may tell you they already have a supplier or in-house resources on the job - Wait a minute! Don’t walk away because of that, you have not yet clarified if the job is being done properly. This can be difficult as prospects always fear the effort of switching from the evil they know will be squandered.
If they give you the time of day, find out about their current methodology, does their in-house approach work efficiently? It is interesting to explore their current situation as some can be interested in new methods and processes, especially if it can save them time or money and if it has saved time or money for someone significant to them.
Your prospect’s contract with an existing supplier might expire shortly. Have you thought about offering them a deal better than the one laid out in a potential renewal?
Your goal is to show your prospect that your products /services are critical, therefore I see obstacles as a threat to their survival, not mine. They are opportunities to further build trust and credibility. What about you? How would you handle these obstacles? What are some other key objectives you have come up against?
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