There is only one thing ‘safe’ in sales. That is, you will face your prospect’s objection while you are selling. Therefore, objection handling, which specifically means the techniques required to handle the prospect’s objections, becomes one of the most important sales techniques. Objection handling, like any other sales technique, is like an art, which varies from person to person. Therefore, there is no perpetual truth for handling objections. However, there are some basic rules and sales techniques that will help you get through it.

Why are people opposed?

People object based on need (“I already have one of those”), price (“this costs too much”), features (“warranty is only for 6 months”), time (“I need to think about it”), and a thousand different To handle objections, sellers must understand why people object. It is because the objection is in basic human nature. We tend to object when dealing with someone we don’t trust, which is natural, especially when two people are dealing for the first time. Also, no product is perfect (as a seller, you should never try to hide it). So even if he’s being honest, the prospect can’t be sure that he won’t face a loss.

Steps for handling objections

Listen: This is the first step in any objection handling. People like those who listen to them. Reframe what they say, make your customer feel connected to you.

Ask: Question your queries. Make sure you understand what they really need and see if that’s possible. Asking is one of the selling skills to make you feel comfortable.

Deal: Handle your objections and propose the most appropriate way to overcome the objections, if possible. If not, settle for the second best solution.

Methods for handling objections

The actual methods to overcome objections are too many. Here are very few ways and tips for sales objections:

Pre-act: Act on objections even before they occur. This is probably the best way to counter objections. Your homework on your prospect will allow you to anticipate their objections in advance. Prepare a response for them and present it before your prospect does.

Shoe on the other foot: This is one of the most effective sales techniques. If the prospect says: ‘I bought a product from your company and the customer service is not good’. Ask: ‘What would you do if your organization had decent staff?’ ‘I’d fire them.’ ‘That’s exactly what we did, sir.’ And chances are the perspective is yours!

Confirm: Let’s say your customer really isn’t interested. So you ask him, ‘May I ask what your problem is, sir/ma’am?’ If it says money, go for installments and if it says color, go for another, etc.

Remember when you’re making a sale, tell the features and sell the benefits, that’s the only thing that matters to your customer. There are many other sales tips and techniques to overcome objections like LAARC (Listen, Acknowledge, Evaluate, Respond, Confirm) and LAIR (Listen, Acknowledge, Identify, Reverse), etc. Choose the one(s) that are easiest for you, but remember them all to use a combo whenever you need it.