Como você lida com objeções e rejeições de vendas?

Use objections to clarify further what your prospect values. You could rephrase their objection using terms as "it sounds like..." or "if I'm understanding you put more value on x" Mirror what the prospect is saying with open ended statements and pause for a response.

Many sales professionals falter when a prospect raises an objection. Why is that? It’s because they fail to recognize that objections are essential for establishing value. The prospect's concern is a crucial opportunity for advancing the sale. They have essentially handed you the opportunity to respond with a compelling value proposition. Prior to the call, anticipate potential objections and rehearse responses to at least five of them with a colleague. Solicit their input on how you can shift the conversation towards value and explore the underlying issues more thoroughly. A superficial agreement is far more detrimental than an objection or rejection; it merely serves as a tactic to delay the process.

Here's a framework on how to answer any objection: - Deflection (the prospect wants to know you understand them) - Rebuttal (logical and valid rebuttal that resolves the concern) - Closing line (Once the objection is resolved and you made sure they agreed, you can move them to the next stage)

You have encountered an objection... Excellent! Many sales professionals falter when an objection arises from a prospect. The reason for this is often a lack of understanding that objections are essential for establishing value. The prospect's concern serves as a crucial opportunity to advance the sales conversation. They have effectively handed you the opportunity to respond with a compelling value proposition. Prior to the call, anticipate potential objections and rehearse responses to five or more with a colleague. Solicit their input on how to pivot towards value and explore the underlying issues more thoroughly.

You've gotten an objection... Brilliant! Most sales professionals crumble when an objection leaves the prospects lips. Why? Because they don't know that objections are necessary to building value. Their concern gives is the golden key to moving through the sale. They've just passed you the ball for you to swing back with a value shot. Before the call: Pre-empt possible objections and practice handling five or so with a team member. Get their feedback on how you can pivot to value and dig deeper into the real issue A fake yes is way worse than an objection or rejection, it's a stalling strategy. Avoid the pitfalls of being yes seekers, instead become an objection handling ninjas and proactively seek out your buyers no's and concerns.

When dealing with the sales objections, the first step towards addressing the customer is to ensure you comprehend his worry. Avoid interrupting but try to engage the client in a detailed discussion to find out the specific nature of the problem. This bows to their opinion, and it assists you to handle the actual issue. For instance if a client is hesitant due to the cost, try to understand their financial capacity and demonstrate the benefits. I discovered that if I rephrase the solutional proposition in a way that deals with what they need, objections can be easily turned around. That is when you should try to understand the other person and respond in a manner in which they will find it easy to do business with you.

Is it an objection or just an excuse? Objections sound like a true problem, where an excuse is just a way to delay a decision. The best way to understand an objection is to ask questions, especially about how they are feeling. This will give you a better understanding to uncover what you need to solve.

Escucha activamente al cliente sin interrumpir, permitiéndole expresar sus dudas o preocupaciones completamente. Pregunta clarificadora y empatiza con su perspectiva, mostrando que entiendes su punto de vista. Identifica si la objeción se basa en precio, producto, competencia u otros factores. Con esta comprensión, ofrece soluciones específicas y relevantes que aborden la objeción directamente. Este enfoque no solo resuelve dudas, sino que también fortalece la relación con el cliente, demostrando profesionalismo y un verdadero interés en satisfacer sus necesidades.

I have had my share of objections and rejections throughout my years in sales. Where earlier these experiences used to get me down, I later came to see that each of those instances brings with it both a lesson and an opportunity for growth. Earlier in my career, I was rather sensitive to rejection. I remember one very particular moment when I pitched a software solution to a prospective client who turned out to respond with an extremely firm "no," with no reasons given. That was quite discouraging, and I kind of felt my skills were on trial. However, a mentor told me that it's part and parcel of the sales process to be rejected. He told me to always seek an answer whenever I get rejected.

Navigating sales objections is both an art and a science. I remember when a major manufacturing company in my region was hesitant about our services. Inspired by Robert Cialdini’s "No, but, and" approach, I navigated their concerns with empathy and strategy. I couldn't lower the price, but I offered an additional bonus in our consulting service and access to the digital platform I had mentioned. This move not only addressed their concerns but also highlighted the added value we provided. The eventual “yes” we received was a rewarding testament to the effectiveness of understanding and strategically responding to client needs, strengthening our relationship in the process.

Para lidar com objeções e rejeições de vendas, foco em fornecer valor e evidências que demonstrem como minha solução pode beneficiar o prospect. Utilizo histórias, depoimentos e estudos de caso para ilustrar como outros clientes superaram desafios semelhantes com minha ajuda. Além disso, aplico técnicas de prova social, autoridade ou escassez para criar um senso de urgência e confiança. É essencial adaptar a resposta às necessidades e dores específicas do prospect, mostrando claramente como minha solução é a melhor opção para alcançar seus objetivos, superando as objeções com argumentos sólidos e relevantes.

A pertinent illustration of this is establishing a strong rapport and recounting a narrative about another medical or dental practice currently undergoing a HIPAA audit. This scenario resonates with them, instilling a sense of fear, uncertainty, and doubt regarding their existing compliance program and its likelihood of passing. As a result, it prompts them to act quickly and urgently to schedule their necessary annual assessment with me. This approach leads to an increase in appointment attendance and ultimately boosts sales.

To effectively address sales objections and rejections, it is crucial to emphasize the value and evidence that highlight the advantages of my solution for the prospective client. I employ narratives, testimonials, and case studies to demonstrate how previous clients have successfully navigated comparable challenges with my assistance. Furthermore, I incorporate techniques such as social proof, authority, and scarcity to foster a sense of urgency and build trust. Adapting my response to the unique needs and concerns of the prospect is vital, as it allows me to clearly articulate how my solution stands out as the optimal choice for achieving their objectives, thereby countering objections with compelling and pertinent arguments.

A testimonial or a story about how another customer felt the same way and had the same objection, but in the end was very pleased with the outcome after choosing your business is the best evidence to provide.

Una vez identificada la objeción, responde con información que resalte los beneficios y el valor único de tu producto o servicio. Utiliza testimonios, estudios de caso y datos concretos para respaldar tus afirmaciones, mostrando cómo otros clientes han superado problemas similares con tu solución. Comparte demostraciones, pruebas gratuitas o muestras para permitir que el cliente experimente el valor directamente. Este enfoque no solo refuerza la credibilidad de tu oferta, sino que también ayuda a convertir dudas en confianza, facilitando el cierre de la venta.

An example of this is building good rapport and sharing a story of another medical/ dental practice that is in the middle of their HIPAA audit. It's relatable and creates fear, uncertainty and doubt about their current compliance program and whether they would pass. This ensures they move swiftly and urgently to book their required annual assessment with me. This equates to more shows for appointments and more sales.

Tailor your solution to what you have found in the initial discovery process. It could sounds like, "a solution which would provide × would be of value to you by solving (problem).

The question "Does that make sense?" is ineffective as it places the onus of understanding solely on your potential client. Instead, consider asking questions such as, "What are your thoughts on this?", "In what ways do you think this could affect your team?", or "Many people have inquiries regarding this information. What questions do you have?" These types of questions will encourage a more informative dialogue rather than a simple affirmation like "Yes, that makes sense."

I find these questions to be unproductive; it is more effective to solicit an opinion or pose a trial close question rather than directly inquiring, "Are you comfortable with that?" The optimal approach is for the buyer to initiate the request for the sale, as this indicates that you have successfully demonstrated value and addressed all concerns. The most effective method to achieve this is to inquire about their feelings regarding the next steps, rather than simply asking if they are prepared to proceed.

Does that make sense is a horrible question. You're putting all the responsibility to understand on your prospective client. Instead try using questions like: "How does that sound?", "How would you see this impacting your team?", "People often have questions about this information. What questions do you have?" Questions like this will help you find out more information instead of getting brushed off with "Yes, that makes sense."

I disagree with these questions - it is better to ask an opinion or a trial close question rather than going straight in with "are you comfortable with that." The best is for the buyer to ask for the sale - that is when you know you have shown value and answered all questions. Best way to do that? Ask about how they are feeling about moving forward instead of asking if they are ready to move forward.

Después de abordar la objeción, confirma que el cliente se siente satisfecho con tu respuesta. Pregunta de manera abierta: "¿Esto resuelve su inquietud?" o "¿Cómo se siente ahora respecto a esta solución?". Esto asegura que el cliente se sienta escuchado y entendido. Una vez confirmado, avanza hacia el cierre con una propuesta clara y directa, como "Podemos empezar con esto hoy mismo" o "¿Le gustaría proceder con la compra?". Este método facilita una transición suave del manejo de objeciones al cierre exitoso de la venta.

Leveraging the concept of anticipation, integrating customer success stories and case studies at the outset of your sales discussions can be an effective strategy to mitigate objections—data often speaks louder than words. By demonstrating how others have successfully navigated similar challenges with your product or service, you can proactively address potential concerns with tangible evidence. This method not only underscores your awareness of prevalent industry issues but also establishes your solution as reliable and validated, thereby minimizing objections and enhancing trust in your offering. Subsequently, you can concentrate on articulating your value proposition.

Building on the idea of anticipation, incorporating customer success stories and case studies early in your sales conversations can serve as a powerful tool to preempt objections - numbers say a lot more than words can! By showcasing how similar challenges were overcome by others using your product or service, you address potential concerns through proven results. This approach not only highlights your understanding of common industry pain points but also positions your solution as tried and tested, reducing the space for objections and increasing confidence in your offering. From there on you can really focus in on delivering your value prop.

In the realm of sales, I have come to recognize that comprehensive discovery is essential. By gaining a deep understanding of the customer's challenges and presenting an appropriate solution from the outset, I am often able to preemptively address potential objections. When a customer exhibits uncertainty, I inquire about their plans for resolving their issue without my solution or what alternative options they are considering. This approach allows me to differentiate between legitimate concerns and simple excuses, facilitating discussions that illustrate how my product aligns with their requirements.

In sales, I've learned that thorough discovery is key. By understanding the customer's problem and proposing the right solution from the start, I can often address potential objections before they even arise. If a customer seems hesitant, I'll ask how they plan to resolve their issue without my solution, or what other options they're considering. This helps me distinguish between genuine concerns and mere excuses, and it leads to conversations that demonstrate how my product really fits their needs. With good groundwork and strong value propositions prepared in advance, I'm not just reacting to objections; I'm proactively guiding the conversation to highlight the true value of what I'm offering.

Conoce bien tu producto y las objeciones comunes para abordarlas proactivamente durante la presentación. Ten preparado las respuestas a posibles dudas en tu discurso, demostrando cómo tu oferta supera esas dudas. Educa al cliente sobre beneficios clave y casos de éxito similares. Este enfoque muestra confianza y transparencia, reduciendo las objeciones en el futuro y facilitando el proceso de toma de decisiones del cliente, lo que aumenta las probabilidades de cerrar la venta con éxito.

SO important to go back and listen to ALL of the calls where a connection is made- especially the “bad” ones. Regardless of how you feel the conversation went there is always something to be analyzed. What time of day did you call? Did you get your entire pitch out? How was your tone? There is so much to learn from the objections.

It is crucial to revisit and review all calls where a connection was established, particularly those that did not go well. No matter your perception of the conversation's outcome, there is always valuable information to extract. Consider the time of day you made the call, whether you delivered your complete pitch, and the quality of your tone. The objections raised during these calls offer significant learning opportunities.

It is crucial to revisit and review all calls in which a connection was established, particularly those that are perceived as unsuccessful. Regardless of your assessment of the conversation's outcome, there is always valuable information to be gleaned. Consider the time of day the call was made, whether you were able to deliver your complete pitch, and the quality of your tone. There is a wealth of knowledge to be acquired from the objections encountered.

In addition to the individual improvement, there needs to be a corporate culture of improvement. Is the sales team receiving the same objections? If so, there is opportunity for a sales manager to have a sales team meeting and find out what the top performers do with that objection. It is also an opportunity for the sales manager to take that objection back to the ELT (Executive Leadership Team) for consideration of an improvement to their offering.

Tras cada interacción, analiza las objeciones recibidas y cómo fueron abordadas. Identifica patrones comunes y áreas donde puedes mejorar tu presentación o conocimiento del producto. Utiliza estos insights para ajustar tus estrategias y anticiparte a futuras objeciones. Capacítate y actualiza tus habilidades regularmente, aprendiendo de experiencias pasadas. Este proceso reflexivo no solo fortalece tu capacidad para manejar objeciones con mayor confianza, sino que también mejora tu efectividad general en ventas, convirtiendo rechazos en oportunidades de crecimiento.

Engaging in cold calling for nine hours daily can result in a significant amount of rejection. However, it is essential not to carry that negativity into your subsequent calls. I maintain a positive demeanor, often smiling, even after facing rejection. Remember, an initial rejection does not necessarily mean a definitive no for future sales opportunities. There could be various reasons behind their initial refusal. It's important not to take it personally and to persist. A positive response is just ahead.

Engaging in cold calling for nine hours each day can result in a significant amount of rejection. However, it is essential to leave that negativity behind for each subsequent call. I maintain a positive demeanor, often smiling while on the phone, even after facing rejection. It is important to recognize that an initial rejection does not necessarily signify a definitive refusal for a future sale. There may be various reasons behind their initial "no." It is crucial not to take it personally and to persist in your efforts. A positive response is likely just ahead.

El rechazo en ventas es la cosa más común que hay, el 67% de los vendedores no llegan a su meta a final de mes. Mucho es porque NO conocen la problemática de su cliente y se centran solo en intentar vender su producto/servicio, en vez de comprender qué necesita tu cliente y resolverle su problema. Cuesta 8 llamadas de media llegar hasta un cliente potencial, si estás bien formado, conoces bien sus problema y estás para resolverlos, las ventas acaban viniendo y para eso tienen que ser resistente.

Cold calling for 9 hours a day can lead to lots of rejection. Still you cannot bring that into the next call. I always smile 😃 when on the phone even after being rejected. And the first rejection does not always equate to a hard no for a sale down the road. It could be so many reasons they initially say no. Don't take it personally and keep on keeping on. That yes is right around the corner.

it is all about maintaining a positive, solution-oriented mindset.I approach every objection as an opportunity to better understand the customer's needs and concerns. I listen attentively, ask thoughtful questions, and avoid getting defensive, with the goal of having a genuine dialogue and uncovering the root issue. I make a concerted effort to empathize with the customer's perspective, acknowledging their point of view and validating their feelings. This helps build trust which is essential for moving the conversation in a positive direction.