Any good salesperson will know that one of the essential traits for being successful when prospecting for sales or appointments is intelligent objection handling, and it’s something that even the best salespeople need to keep on top of. As when you get lazy with your sales pitch, your deals will dry up and you will start asking yourself why? Why can I not close a deal? If you’re not handling your objections correctly, then there is your reason. Before you can close the deal, there ideally needs to be no objection left unqualified.
Objections come in all shapes and sizes, you get can general ones such as too expensive, don’t have enough time, we have a PSL, we don’t use recruitment agencies etc. But there will also be more specific ones such as I did it once and it didn’t work due to XYZ, your software is not compatible with our computers (But perhaps can be), I’m leaving the company.
Whatever the objection it’s important to be prepared for them all, every single time you get a new objection it’s important to note it down, think about how you can respond to it, and then next time you will be prepared with the right answer. Every failure to handle an objection, is a potential deal lost so the importance of this really can’t be underestimated. An objection is not a NO, it’s a speedbump that if taken away can lead you on the road to a YES.
But when handling these remember to LISTEN, an objection may lead you to the realisation you have the wrong person, or that there genuinely is no opportunity. You have to probe the objections, find out what you need to know and only push on when it’s really worth it. I’ve known lots of bad salespeople who get loads of dial time but no deals, as they spend all day pitching the wrong people.
As opposed to going into further detail on this here I want to point you in the direction of a fantastic blog I found on this, or I should say more of an all-encompassing resource with links to other fantastic blogs on the subject, which it covers it in great detail. I found this blog very useful, and hopefully you will too.
Zero Surplus provides specialist commercial sales & business development recruitment agency services for the East of England, focussing primarily on East Anglia THE Home Counties we cover Cambridgeshire, Norfolk, Essex, Suffolk, Bedfordshire, Northamptonshire, Milton Keynes and Hertfordshire. We recruit everything from Business Development executives, to Head of Sales and Account Managers, and have a high success rate of delivering staff for roles other people have struggled to fill.
If you are a company looking to recruit your next top salesperson or looking for your next career move, please don’t hesitate and get in touch.