This Post Reveals How to Prevent Objections from Ever Happening

“Your price is too high.”

“Call me in six months.”

“No way!”

Beginning sales people dread objections. And experienced sales people don’t even know what they sound like.

Isn’t the ideal really to never even experience objections in the first place? What a dream that would be!

Of course, it’s impossible to prevent all objections. But you can certainly minimize them and close more sales.

Take a look at a few ideas on how to do that:

1. Your Marketing Needs to Deliver High-Quality Prospects in the First Place

Marketing is key. But it’s done so differently at various companies. So we unfortunately can’t cover all the ins and outs.

Some businesses have salespeople do their own marketing and lead generation. Others have marketing do that. And then there’s disagreement between marketing and sales on what a “Qualified Lead” really is.

Regardless of how you do it, you must make sure your salespeople talk to highly qualified leads. If they’re not, work with marketing to define what a quality lead is, and on messaging that connects with the ideal lead types you want.

Or, work with your salespeople directly to improve that.

2. Send Case Studies and White Papers Prior to Your Conversation

Case studies work best when the company profiled is very similar to your prospect’s company. They serve as proof your company can deliver its promised valuable result.

White papers help in the process of making a decision. So if you know your prospect is struggling weighing different options, give them information to solidify their decision.

With that information in hand, your prospect now is more educated and has fewer objections.

3. Make a List of Personal and Business Benefits Your Prospect Can Get, and Focus Your Conversation on Those

Remember, your prospect likely isn’t the only one making the decision. They likely have to justify the functionality to employees on their team and the cost to their bosses. A dozen or more people could be involved.

First, make sure you know that information. And second, discuss the business and personal results your prospect will get.

As you do, you can talk about the cool features your product or service has that makes the result your prospect wants happen.

Too many salespeople focus on features and what they do. Prospects only care about your features to the extent that it helps them achieve their business results.

And don’t forget the personal benefits either. Remind your prospects of how good they’ll look to their coworkers and boss.