Mastering Sales Call Objections: 6 Techniques for Success

In the world of sales, objections are a common obstacle that every salesperson must navigate. Overcoming objections is an art, and handling them effectively can make the difference between closing a deal and losing a potential customer. In this FAQ, we will explore six proven techniques to handle sales call objections like a pro. We will provide you with actionable strategies to help you master the art of objection handling.

Acknowledge and Validate the Objection:

One of the essential first steps in handling objections during a sales call is acknowledging and validating the prospect's concern. We’re here to bring value to the prospect. Acknowledging the concern, acting as a business partner and adapting your approach to accommodate it allows you to keep the conversation active and constructive.

Be Prepared with Rebuttals:

To overcome objections, you must be well-prepared. Ensure these feel organic and if appropriate use this moment to introduce similar clients who faced these concerns and were able to overcome them. Data, especially around past business results and value you were able to drive, is especially effective.

Use Data to Back Your Claims:

Use data to support your claims and objections handling. If your product or service has a proven track record of solving problems, present case studies, testimonials, or statistics to back up your assertions. Data-driven evidence can be a powerful persuasion tool in objection handling.

Overcome some of the most prominent objections:

Budget - This can be an instant blocker to any conversation. It’s important to focus on the value you bring to their business results. Highlight the cost of not partnering. This can be amplified with internal data your prospect may have. Helping them craft a narrative to use internally to get the budget to improve their own business results and achieve their goals. You can use cost reduction as a motivator but it tends to weaken your overall negotiation and reframe focus from value to cost. Save this for urgent, case by case moments, preferably towards the end of the sale cycle when you know there is a high probability to close the deal.

Timing - There will be objections that now isn’t the right time. This may vary from a changing landscape in leadership, macro economic events or simply not enough teammates to manage the existing work. If you find that now isn’t an appropriate time to move forward, make sure to discover as much as you can and document it. Keep the prospect warm with regular but infrequent communications and updates so you may reach out again leveraging the discovery call to tailor your follow up and reevaluate the opportunity.

Handling sales call objections is a skill that can be honed through practice. Remember, objection handling is not about winning an argument but about finding solutions that genuinely benefit your prospects. By acknowledging objections, being prepared, actively listening, and providing data, you can increase your chances of closing deals and building lasting relationships with your prospects.

If you want to learn how to ensure your team properly adopts sales objections best practices, we’d love to support you. Set up time with our team to learn more about BigSpring.