Sales objections are some of the most feared concepts by many sellers. However, they are nothing else than an opportunity the customer offers us to better know his needs and concerns, and ultimately, know how to better handle them.
A customer that poses an objection is showing interest in what we are offering him. Learning to handle objections by prospective customers and take them in a positive light is paramount to generate new business opportunities and get a “yes”.
But not only that. Doubts and questions brought forward by the user may be useful for us to learn what the recurrent needs are and handle them in future visits even before the counterpart raises them. In order to accomplish that, reporting sales objections on-site is the best way to know and foresee doubts and concerns by customers about our product or service.
The possibility of doing sales reports on-site makes it easy for us to better report every kind of detail, including objections raised by the customer. This generates great opportunities for our business, because it allows us to:
You might be interested in: Boost the commercial profitability with a sales report
Once we have understood that objections are nothing more than a sign of interest in our product, we should learn how to deal with them. The first thing you need to keep in mind is that users are not interested in the product itself, but instead on what it is it can do to satisfy his needs and expectations.
This is the doubt that we need to handle. In order to do that, knowing its causes may be useful to guide us toward an optimal resolution. Based on this interesting article on the Foromarketing portal, there are eight reasons or causes that are the origin of objections for customers:
There are a myriad of tactics and strategies to handle sales objections; however, all of them have something in common. In the first place, that you do not need to contest sales objections, but rather dispel them. Why? Because customers’ doubts should not imply a defiance, since that would be incompatible with closing a sale.
Instead, we should dispel and clear them up, in order to handle them optimally; which is to say, ending in a transaction. For this there are a series of sales objection techniques that may help you. Make a note of these tips:
The importance of listening to our customer lies not only in understanding his objection in order to handle it, but also in making him see that we understand his concerns in order to gain his trust
Once the visit is over, evaluating the objections and classifying them will help us know what we have done wrong, where in our meeting we were successful and how to overcome future objections.
As we have seen, in addition to learning how to handle customer objections it is very important to learn from them. Based on this premise, onsite reports offered by mobile sales tools will help us outline future courses of action in order to learn how to deal with the problems of our prospective customers.
Optimise your reports and record sales objections in order to detect business opportunities using inaCátalog’s features.