How do you find the root cause of IT sales objections?

1 Ask open-ended questions

One of the best ways to find the root cause of IT sales objections is to ask open-ended questions that encourage your prospects to explain their situation, needs, and challenges. Open-ended questions are those that cannot be answered with a simple yes or no, such as "What are your main goals for this project?" or "How do you measure the success of your IT solutions?" These questions allow you to dig deeper into your prospects' pain points, motivations, and expectations, and uncover any hidden or underlying issues that may be holding them back.

2 Listen actively and empathetically

Another key skill to find the root cause of IT sales objections is to listen actively and empathetically to your prospects' responses. Active listening means paying attention to what your prospects are saying, as well as their tone, body language, and emotions. Empathetic listening means showing that you understand and care about their situation, and that you are not just trying to sell them something. By listening actively and empathetically, you can build trust and rapport with your prospects, and identify any gaps, misunderstandings, or fears that may be causing their objections.

3 Use the 5 Whys technique

A useful technique to find the root cause of IT sales objections is to use the 5 Whys method, which involves asking "Why?" five times to get to the core of the problem. For example, if your prospect says they don't have the budget for your solution, you can ask "Why don't you have the budget?" and then follow up with "Why is that?" until you reach the root cause. This technique can help you discover the real barriers and priorities of your prospects, and offer solutions that address their needs and goals.

4 Validate and restate their objections

Once you have found the root cause of IT sales objections, you need to validate and restate them to show that you have understood and acknowledged them. Validating means expressing that you respect and appreciate their perspective, and that their objections are valid and reasonable. Restating means summarizing their objections in your own words, and confirming that you have captured them correctly. For example, you can say "I understand that you are concerned about the security of your data, and that you want to make sure that our solution meets your compliance standards. Is that right?" By validating and restating their objections, you can demonstrate that you are listening and that you are on the same page with them.

5 Provide evidence and testimonials

The final step to find the root cause of IT sales objections and overcome them is to provide evidence and testimonials that support your solution and address their concerns. Evidence can include facts, figures, case studies, demos, or comparisons that show how your solution can solve their problem, deliver value, and meet their expectations. Testimonials can include quotes, reviews, or referrals from satisfied customers who have used your solution and achieved positive results. By providing evidence and testimonials, you can increase your credibility and authority, and persuade your prospects that your solution is the best option for them.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?