Contextualizing an objection and pushing the interlocutor to think about the reasons why he is raising it is the best weapon to weaken it and continue the negotiation in a profitable way.
Listen
If you react too quickly, you risk making assumptions about the objection. Instead, wait as long as necessary, listen to the objection fully , and stay focused on what the customer is saying.
The goal of the conversation is not to defend your product or service at all costs: do not get caught up in negative emotions and maintain control of your verbal and nonverbal language.
If you shift your attention to the business problem your interlocutor finland phone number library is presenting, without prejudice or anticipation, you will set the conversation up for understanding rather than conflict.
You understand
Understanding an objection thoroughly means looking beyond appearances .
As we demonstrated in the examples in the previous section, prospects often cannot, or are not yet ready, to articulate in detail the problem that your product or service can solve.
It will then be your job, even before going “on the attack” with the sales negotiation, to understand what the true origin of an objection is, asking your interlocutor if necessary to reformulate it in light of the new information learned during the conversation.
Answers
Once you have surfaced all the buyer objections, identify the most important one and focus on overcoming that obstacle. Once you have untied that knot, the other objections may no longer have the same importance.
In B2B sales techniques, knowledge – of the product or service you are selling, but also of your interlocutors – plays a fundamental role. Always be clear and direct in your answers and do not improvise.
Don't try to talk the prospect out of the objections they've raised, no matter how repetitive they may seem: respond to them in a timely manner and maintain a professional demeanor throughout the entire conversation.
He confirms
Even after you have answered the buyer's objections, check whether you have actually satisfied all his doubts.
B2B sales naturally follow longer and more demanding sales cycles : think of the negotiation as a series of steps to be overcome , rather than rushing to close. If the buyer is not yet ready, do not try to force what should instead be a conscious decision.
Finally, there are objections that cannot be overcome . A good salesperson knows how to push as many prospects as possible to buy, but a great salesperson knows where to best direct their efforts and understand when “no” simply means “no ,” without forcing anyone to buy a solution they don’t trust.
