Do you want to sell your products to customers without being rejected? If YES, here are 20 sales tips and tricks to help you overcome objection as a beginner. Nobody likes to hear the word “No”; not even the most successful salesmen. Objections are serious zeal killers and when people say no to you after giving them what you think is the most brilliant sales presentation ever, it can be very demotivating especially if you are new to sales and marketing.
However, to be successful as a salesman, you need to learn how to overcome objections. You need to learn that when a prospective client raises objections or even says no, it doesn’t necessarily signal the end of the business deal, or your sales career.
A prospective client who says no to you today, might turn around to say yes to you tomorrow if you know how to work around objections and turn them around to opportunities that would bring results. Here are 20 tips and tricks to help you:
20 Sales Tips and Tricks for Beginners to Overcome Objection
1. Prepare for Objections
Don’t expect your prospects to just suck in everything you say and accept to patronize you when you are done talking to them. These people are humans and they have their own goals, plans and needs which may not immediately align with the products you are trying to sell to them so you have to be prepared to hear several objections from your prospective clients especially in the beginning of the sales process.
2. Present Relevant Facts and Statistics
Be armed with a good knowledge of relevant facts and statistics that you can use to convince your clients when they raise objections. A prospect might say something like “I use Competitor A’s products/services because it’s better”. You can handle such objections by presenting them with facts to help them see why your own products/services are better, or would be a better choice in the long run.
3. Listen Actively
Active listening is a very important technique for salesmen. You need to show your prospects that you empathize with them, and care about them and not just talking to them because you want them to buy your products. Don’t try to interrupt them when they are talking, allow them express their objections and then go on to show them that you are on their side and you want the same thing they want for themselves for them.
4. Leave and Come Back
Do you know that some prospects would sometimes say no because they are having a bad day or because they are broke at the moment. This is why you should never take objections as the final answer. You need to continue to check up on such customers to see if they have changed their mind. Consistency may eventually get you a yes where you had initially gotten a no.
5. Offer Them Free Trials or Demonstrations
In most cases, a customer’s objections will disappear when you offer them free or trial copies of your products to try out. If you cannot offer trial versions, you can demonstrate how the product works to them. Seeing the product in action is a very strong tool for motivating customers.
6. Record all Objections
After talking to each customer, make sure you write down their objections and the reasons for the objections. If you were able to eventually convince the customer, you should also write down how you were able to do so. When you continue to do this, you will be able to understand the most common reasons that people give for objections, and also have a clearer idea of what it takes to convince them.
7. Help Them Rearrange Their Priorities
Customers may raise objections based on their own priorities. For instance, while one customer might have the quality of a product as priority over the price, another customer would consider the price of the product without considering the quality. What you should do here is to help them reprioritize by drawing attention to the strong sides of your offer.
8. Use Humor
Humor is a very strong ice breaker and makes it more difficult for people to object to your offer. When people see you as a friend rather than a mere salesman, it is more difficult for them to say no to you and they would only do so after careful considerations. By bringing humor into your sales conversation, you are able to take your prospects to the point where they see and treat you as a friend, not just a salesman.
9. Ask for Referrals
That prospect might not need your products/services but they might know one or two people who may need do, so make sure you always ask your prospects if they know someone who needs your products/services and offer them incentives if possible because a lot of people wouldn’t be willing to give up information about their friends and family except they are getting something valuable in exchange.
10. Refer to Others
Yes, tell them how their neighbors, friends and colleagues are already using your products/services. Nobody likes to be the only one left out when others are enjoying a good product/service.
11. Give Them a Money-Back Guarantee
At the end of the day, people are just scared of losing their money but if you are able to allay their fears by giving them a money-back guarantee, you can get them to ease up and try out your product knowing that they can recoup their losses if the product turns out to be crap.
12. Check Your Body Language
Many salesmen are unaware that body language is the most important communication tool that they possess. You may think you are doing a good job of convincing the client with your sweet and impressive talks but your body language might be sabotaging your efforts.
Rehearse your sales presentation and observe yourself in the mirror to see if you need to improve your body language.
13. Never Take it personally
Never let an objection dampen your spirit or cause you to give up on your sales career altogether. Always bear in mind that people are saying no to what you are selling and not you. And if you are getting a lot of no’s, it probably means that you are selling a crappy product and not necessarily that you suck at selling.
14. Use Role Plays
You can use role plays to improve your objection handing skills. Have a friend or colleague assume the position of a customer, and think of all the objections that a real customer may give about your product, so that you can come up with smart ways to handle such objections.
15. Throw in Extras
Another way to get your prospects to think twice about their objections is to add some extra features and freebies that would make your product appear cheaper to the client. You can hold off on adding the extras until when the client has raised price-related objections then you can begin to tell them about the other products/services that you would also offer them for free.
16. Figure out The Real Motive behind the Objection
It is important to try to find out the exact reason why a customer is raising an objection. Sometimes, prospects will raise a bunch of unreasonable objections simply because they can’t afford the product. By understanding the exact reason for their objections, you will be able to understand how to help them.
17. Get Their Email Address
Don’t miss out on the opportunity to turn your customer’s objections into opportunities by asking for their email addresses. You can get them to subscribe to your newsletter so that you can continue to keep in touch with them, and send them new offers that you might be able to get them to buy in the future.
18. Offer New Information
If you go back to speak with a client who had raised objections in the past, don’t just go rehashing all the things you told them earlier on, you should approach them by telling them you have new information to share about the product.
This will make them more willing to talk to you but if you just go to them to try to get them to change their minds based on the previous information they already said no to, you are likely to get objections from them yet again.
19. Ask them Questions
Asking them questions is a smart way to keep the conversation going and you already know that the longer you are able to keep the conversation going with your prospects, the more chances you have of convincing them.
As soon as a prospect raises objections, resort to asking them questions to keep the conversation going, get to understand their reasons for objections better, and show them that you empathize with them.
20. Use Storytelling Techniques
People love stories; they can spice up a conversation, and also help to prevent objections. Always go to a sales meeting armed with good stories tailored to common sales objections – specifically, stories that tell of how other people with similar objections were able to solve their problems by using your products/services.