In an ideal sales environment you would never encounter objections from your prospects. However, that is not reality and you should have enough expertise to handle objections effectively.
When you choose a scientific approach in your sales, the most practical way to managing objections is by adopting psychology to better connect with your customers. Using certain psychological approaches, you can create a more solid relationship with your customers, making objection-handling look like a piece of cake!
The PEPC method offers a great approach to handle customer objections. PEPC means:
The key to handling any type of sales objection is to find out as much about the issue as you can. You need to put yourself in the place of the prospect so that you have a better idea of how to respond. Later, with a better understanding of the prospect’s pain, you will be able to address the sale objections precisely and close the deal.
Sometimes, objections get lost in the particulars of the deal, which have the potential to later develop into an endless debate. Instead of handling the objection here, show the bigger picture to your prospect. For example, if the prospect is upset about a minor price difference, then you should focus on helping them realize that your product or service delivers a long-term value. This approach will remind the prospect to look into their organizational strategies first over minor issues.
The key to perfect objection handling is and has always been empathy. Listen closely to the objections, and assure your prospects that you understand. As you listen, look for key indicators if the prospect is going to buy or not, try to get into the buyer’s mind to build trust. Paying close attention to attitude, mannerism, and the pace of speech can let you in on valuable insight about your prospect’s future decisions.
If objections are getting you down and you would like sales opportunities that are on a silver platter, ready to go, contact us today!