It’s common for salespeople to get objections every day and it can be quite disheartening. But if you look at the other point of view, your clients get calls from other salespeople just like yourself every day and it can be frustrating to hear the same speech over and over again.
So how would you handle their objections differently from your competitors and sell your product to that client who always seems to be in a bad mood?
“I’m Busy Lah”
A very common conversation-ender used by clients is to say that they are busy. A simple technique is to share a recent testimonial from other clients or share case studies with them. For example:
“Oh, I understand you are busy. I actually just want to share with you that company XX has been using our product and they just told us that it really improved their quality tremendously!”
However, some clients could be genuinely busy but even so, if they are really keen on your product, they will show that they are interested to continue this conversation later.
“Siao! So Expensive”
If your product is a premium product that costs more than your competitors, you need to explain to your customers why they need to pay more for your product use PPSS.
P – Product – does it have more features, more technology?
P- People – do you give better service or have a better relationship with the client?
S- Service – does your company provide better service than your competitor?
S- Source – Is your product imported? Do you use better quality parts?
List them down and these points can easily transform their mindset about your product.
“I’m already using XX product, no problems also!”
In situations like this, you need to your homework about the product that your client is using. Then in the next follow up call, share a case study like:
“Hi Mr. Lee, do you know that we can help you increase your output by 30%? Our product uses the latest German technology which has the fastest speed in the market”
“Hi Mr. Lee, I just want to share with you that last week Company ABC bought your product and they have been very happy with the speed of my product where their output increased by 30%!”
“I don’t need your product”
When clients respond like this, you need to start probing. Try asking if they are satisfied with their current product and if they could improve anything about that product, what would it be?
Or you can try creating needs like asking if they would be keen to know how you can help them reduce their cost, reduce the operation time, improve their quality, or any other aspect of their business using your product.
“I’ve never heard of your brand before. Can trust or not?”
If you are new in the market, this can be a common objection. In order to gain trust from your client, you can share things like:
“Yes, our company is new in Malaysia, but it has been used in countries like Australia, Japan and etc for more than 10 years.”
“Our product is new, but we only use good quality parts which are imported from Japan hence it will last longer and has minimal problems”
“Just last week, we have sold more than 200 pieces right after we launched it and we are already having future orders for the next 2 months.”
Have other objections that your salespeople are struggling with? Come talk to us and we’ll share with you how they can handle these objections for their next follow-up (for free!). We have trained many companies from different industries so we may know a thing or two about how to handle objections unique to your business.
