8 MUST KNOW Keys to Overcoming Objections in Sales
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- เผยแพร่เมื่อ 14 พ.ค. 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
1. Stop overcoming objections.
The first step to overcoming objections in sales is...to stop the process of overcoming sales objections in the first place. The old-school approach to sales, where salespeople are just trying to present their solutions right off the bat to prospects, inevitably makes the prospect push back with objections. This is a never-ending cycle that you probably find all too familiar.
The prospect and the salesperson essentially get into an arm-wrestling match at the end of the sales conversation-the prospect throws out objection after objection after objection, while the salesperson is ready with some crazy moves to try to overcome every objection they hear.
For now, just remember that the stronger you are in the sales process up front, the less likely you’ll be to get any real objections from the prospect at the end of the conversation. This is why great salespeople can actually avoid overcoming objections at all.
2. Have a sales process in place.
You must have a process in place that's going to help you systematically take each prospect through the sale. In order to stop overcoming objections in the first place, this sales process is imperative because it will help your prospects recognize your value up front. As we’ve already discussed, this is key to stopping the cycle of objections at the end of the sales conversation.
The two main pillars of your new sales approach will be to get prospects to recognize the full value of what you offer, and to make sure they’re ready to make an informed decision by the end of the sales interaction.
3. Disqualify prospects.
Typically, salespeople do one of two things when they get in front of prospects. They either try to persuade prospects to do business with them right away, or they try to qualify them by asking probing questions that pretty obviously try to push the prospect in a certain direction.
Remember, if they're not a fit, that's totally cool. You can just move on, part as friends, and focus on prospects that actually are a fit.
When you take prospects through the disqualification process, you can then present your solution in a relatable and insightful way that makes the prospect think, “Yes, this is exactly what I need. This person really understands my problem.” That's the power of disqualification.
4. Don’t present; solve problems.
After taking the prospect through the disqualification phase, if you determine they are a good fit, the next step is to solve the problems they mentioned. Remember, the overarching goal of every piece of this process is overcoming objections by avoiding them in the first place. That’s why we’re not launching into a presentation after discovering the prospect is a good fit. Instead, it’s time to focus exclusively on the key challenges they mentioned during the disqualification phase.
5. Avoid objections in the first place.
By asking good questions anytime you hear something that might even sound like a potential objection down the road, you can do your part to avoid objections from cropping up later.
6. Turn objections into opportunities.
There are inevitably going to be times when you get an objection from a prospect, and that's okay. You may be at the end of the sales conversation and they may have some objections. That's fine. But most salespeople turn those objections into an arm-wrestling match, where the prospect is pushing one way, and the salesperson is pushing back the other way.
7. Get in front of the right people.
I’ve mentioned the concept of haphazard prospecting before-it’s a hallmark of the old-school approach to selling, and it’s incredibly harmful. Haphazard prospecting doesn’t help you get in front of the right people, and if you’re not getting in front of the right people...then you’re not only going to struggle with overcoming objections, but you’re going to struggle to close any sales at all.
8. Use mentorship and coaching.
This one of the most important pieces of the entire process. You must have mentorship and coaching in place to help you fully implement your new approach to selling.
Having that right process and that coach who can really push you in the right direction is everything. Because, again, I see salespeople over and over again who just hit their head on a certain number and they never seem to get past that. Chances are it’s because they’re stuck in the old model of selling.
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Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Marc you are the only youtuber who gives these good tips others are simply beating round the bush and you are not, thanks man.
true
Most youtubers can't sell themselves out of a bag...
I’ve been trying to tell people to stop overcoming objections for years now! Love this
Love how he follows his own advice within this video - highlights our problems as people who want to learn more about sales process and then at the end, very briefly (as he recommends earlier) , gives out his solution with a few disqualifications here and there, about us (his prospects) having to meet some expectations/conditions ☺️
So to point and straight forward!! You are great with your tips! Really appreciate your efforts and valuable information to get more sales and improving sales skills!!
Thank you for putting your time into it. I learned a lot and I will watch it again and again and again!
One of the most thoughtful materials about the sales topic of objections
Marc's program has absolutely changed my professional (sales) life!
The best youtube selling channel!!!!!!👑🤗
I have realized I had never known anything about SALES! Thank you Marc🙌🏽🙌🏽🙌🏽🙌🏽
Another valuable contents, Marc.
Great speaker and amazing content!
Thanks this is great advice!
This is great stuff! I wish you did some roleplay, or show more examples of how you use these tactics.
Manalive! You are the reason for sales successes for me in South Africa
Appreciate your wisdom!
Bravo 👏🏻👏🏻👏🏻
And thank you !
I secured a job as a telemarketer few weeks ago. Your videos have really been helpful. Is it possible we get a mock sales call that demonstrates these 8 keys to overcoming objections to make sales?
You're a genius. Such intellect.
Marc's right. If you have to overcome objections at the end of a presentation you're in trouble. Using a step selling process addresses this problem.
Damn you walked right into your product! Loved that and want to buy now
Yes, I agree, stop defending your product and services and yourself to ppl who don't want to do business and see your value
George is one tough prospect! Great content as always!!
😂😂
I do not fall in the 'calling on clients' category, I am in higher-end automotive sales. I have been find a lot of very good, positive, productive ideas here. Would this be for me?
Brilliant! When they ask why they should do business with you and you respond I don't know maybe this is not a fit let's see....that is an awesome pattern interrupt it immediately sets you apart and you don't come across like a starving, pushy stereotype...I know you know NLP bandler/ robbins material!
Totally agree ... Pattern Interrupt
i just love your videos, my happy place
Very good stuff!
Amazing!thankYOU:)
Love this video
This is good stuff.
As always, great stuff Marc. Where’s the crazy hair? 😄
Oh it's there. Just a little less crazy now 😄
That’s great!
Sales strategy is very important
Awesome
Value bomb!
Can you do a video on over comming objects with a competitor who sells the same equipment or service.. thanks
That's an easy one. I spent many years selling a product that after tax was nearly twice as much as the competition. remember no two products are the same unless you believe it
Marc why don’t you do a presentation for door to door cable salesmen I do really well but i want your input ty
Smart Circle, cydcor?
I would like to see you on Jordan Belfort podcast
Interesting your presentation seems to be directed more at business to business sales where you have to find the prospects and the prospect is expecting you to come in and make a presentation, not retail sales where people just walk in and don't want you to make a presentation they want to be left alone to shop. Am I wrong about that?
Say hello , tell them to have a good look around and call you WHEN they have a question ….puts you on the road to becoming the expert and controlling the sale …..
Nice video. I'm facing a big challange and that is how to sell something they dont neeed? If we think of going from pen and paper to computers. Nobody would need a computer for writing documents, because they have the pen and paper to solve their problems. How can we make them realize there is a better way to solve what they do today, while they even dont even realize how they do it today is not an optimal way of solving it.
time saving, editing, apperance of document, mass production, for the world to see, and so on.
I'm in such a strange field of sales. Vacation/travel packages are sold to people and then I call later on to schedule the trips on those packages. Still have to jump over hurdle of objections even though they were already sold on this product and already bought into it.
I have to figure out how to add value back into it enough for them to want to use it. Then I upgrade/add extra nights/rooms, etc.
Try to pick and choose things to take from standard videos but on the off chance anyone scrolling by knows of any sales paraphernalia (videos/podcasts/etc) that might relate to what I've outlined above...please let me know 🤣
Jordan Belfort the straight line process
ask when vacation is and schedule it on the spot.
@@dreamersmediaparadise3521 no
@@dreamersmediaparadise3521 i be gettin dirty money jordan belfort...
They have not been qualified enough. You have sold them the package not their ownership of it.
A sales transaction without objections ??? How's that ?? How do we read the customers mind and knw exactly what he wants ?? Ii mean thats the only way you can avoid objections ..isnt it ???
A lot of times you can avoid objections by preempting them in the conversation, by asking the right questions. A common objection is something like they want to speak with their partner, but if they’re planning a holiday for example, it’s not hard to ask at some point in the conversation, do you normally book the holidays or do you do it together with your partner (after you’ve asked who they’re travelling with). That way you don’t get to the end ask for the sale and get an objection. It’s about understanding your customer and your product and how they relate and using your qualifying phase to bring objections out before they become an objection to a sale
What is your definition of 'Objection'?
Anyone can learn from you.
So the main step, "DISQUALIFY" is a manipulation: you simulate doubting that we are not a fit for you and create the reaction the client runs after you. Well, not really trust-building