December 5th, 2019

5 Useful Steps on How to Manage Objections in Sales

No matter how hard you try, you will be met with sales objections when you do outbound telemarketing. We give some tips on how to handle sales objections easily.
CSO @Adversus
How do you manage objections in sales?

"I don't have time", "I'm currently at work", "Can you call me later?" - does any of that sound familiar? That are just some of the few apologies that are usually used when calling potential customers. When customers encounter a salesperson during a phone call, objections are a common defense mechanism they may employ to end the conversation.When this happens, you need to have a prepared answer ready.

But how do you successfully achieve this?

If you're eager to handle sales objections more smoothly and professionally, you've landed in the right spot. In the following guide, I'll walk you through five natural steps that will help you excel in sales. Get ready to enhance your skills and become a better salesperson!


Step 1: Prepare Answers for Objections 

To become a successful champion in responding to objections, prepare and practice as many responses as possible. Start by creating a list of responses that cover a variety of objections. Identify any weaknesses in your product or service and prepare responses accordingly.

Be sure to prepare responses for objections related to pricing, as this is a common concern. Additionally, be prepared to address objections from prospects who may not see a need for your product.


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Step 2: Deal With Sales Objections Directly

The next step is to know how and when to handle objections. You have the option to address them immediately or after they arise.

It is best to handle them right away as it feels more natural.

For instance, if a customer requests you to call them on a different day, you can respond by saying, "Sure, it won't take me long to answer your call."

If you encounter a new objection that you are unable to handle, make a note of it and devise a plan to handle it the next time it arises.

Step 3: Include Recurring Objections in Your Pitch

The next step is to deal with customer responses that occur over and over again. When this happens, the best plan is to adjust your script and approach the hurdle yourself.

To streamline customer interactions, it's important to address frequently asked questions or requests that come up repeatedly. The best approach is to update your script and proactively tackle these issues.

One common request from customers is to receive information via email.

To avoid this, you can mention the issue in your introduction.

For instance, you could say something like, "Hi, my name is Brian. I know your time is valuable, but I'd appreciate it if you could hear me out."

This approach helps to capture the customer's attention and prevent them from immediately asking for an email.

Additionally, you could explain that emails aren't a viable option if it's a small matter that needs to be resolved quickly,  for example: 

"We have chosen not to send emails. It is just a small matter we need to decide on."

Learn more about how to improve your performance.

Step 4: Postpone Objections

In Step 4, we will discuss how to handle objections that arise during a sales pitch. A useful approach is to politely suggest addressing the topic at a later time. This response typically receives a positive response from most customers, allowing you to proceed with the pitch.

Two common examples of this include:

"I would be happy to answer that question after my presentation."


"I understand that the price is important to you, but can we get back to it in more detail in a few minutes?"

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Step 5: Prioritization is Key

Handling sales objections after they occur is indeed possible, but the most effective approach is to address them immediately.

Make it your primary goal to handle sales objections as soon as they arise, be it during, before, or after a conversation, as needed.

Prioritizing objections is therefore essential, so focus on those that occur most frequently. By promptly managing objections, you can improve your sales process and achieve better results.

Get more tips on how to improve your sales techniques.


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