Manage any sales objection successfully!
Most salespeople are coming up with answers to objections on the fly.
That’s a huge mistake.
What you need is to develop an objection management document.
I’ll share with you how to do that in a few simple steps.
But first let’s look at all the reasons why ”computing” an answer to an objection in real time is a bad idea:
- It’s going to take focus and attention away from the customer while you’re trying to formulate your response.
- Your answer will probably be longer than it should be because you’re communicating in a stream of consciousness style.
- You’re not going to seem confident.
- The quality of your answer will heavily depend on your state at the present moment. And let's be honest, sometimes when we're cold calling, we're not in the best state ever.
So how do you create a great objection management doc?
Here are the 5 simple steps
- Write down the top 25 objections you’re facing in your market.
- Write down the best answers to each objection.
- Limit the answers to a max of 3 sentences.
- Have at least 10 people review the answers with you and give feedback.
- Train your team and yourself to know these answer by heart.
What are the benefits of doing this?
There are many benefits in doing this exercise and creating an objection management doc, but by far the biggest one is the boost in confidence it will give you and your sales team when delivering the answers.
Here are a few common objections to get you going
- I don’t have time.
- I don’t have money.
- Your product/service is too expensive.
- Please just send me more information.
- We don’t need this.
- [Add more industry/market/product specific objections]
Check out our guide on managing sales objections where we cover 40+ sales objections, and break down in detail how to handle them!