Selling a product or service is the goal, but it will happen on many occasions that the client will hinder that path. Excuses or negative arguments in some way or another will be presented in your proposals, however do not fear. Today we will leave you here several tips for anticipate customer objectionskeep reading and discover them 😉.
How about you start to see those obstacles as opportunities? Sometimes it can be very uncomfortable to deal with excuses, comparisons or disinterest. But maybe that’s your chance to catch them, why? Because you will have a few seconds to better inform them and hook them to your products or services.
What are typical customer objections?
- It’s cheaper with another consultant.
- I have to think about it because I really don’t know if it will bring me benefits.
- I like your proposal but I consider that the price is very expensive.
- I am interested but for now we do not have a budget for that.
- Whoever is in charge of approving budgets cannot attend to you.
- Your proposal is good but I don’t need it.
- I don’t know you, so I don’t trust your services.
And how are you, an endless number of objections that can appear when you offer your services, but for each one you can have an answer. In the next point we explain how you can address them.
Tips to anticipate customer objections
Anticipating is the main objective
We repeat it in the title and in the subtitle, but it is essential to know how to handle customer arguments. Preventing any possible objections in advance will prevent you from wasting time. How can you do it? Locate your advantages and disadvantages before the market and create responses that allow you to validate each situation.
Create phrases that impact your potential customers, for example:
- Price doesn’t matter when the content you’re selling is extremely valuable.
It will work fine if you think the customer is going to complain about the cost of your products or services. The idea is that you know the possible doubts and already have the answers that will relieve you and bring you closer to the purchase.
Learn to listen and understand
When we refer to anticipate, it does not mean that you should create anticipated judgments or arguments that end up being out of place. By paying attention to customer feedback, you can anticipate future objections.
Seek to understand them and respect their opinions so that they consider you an empathetic person and then you can attract them with confidence.
Collect, organize and classify objections
Not all objections or excuses are of the same type. Some may be true and others totally false. After listening to several, you can organize all the information you receive depending on several factors, if they are:
- Negative: the client is always on the defensive and in his argument he seeks to contradict you.
- Positive: the customer is interested in your product but has not yet decided.
- Excuses: the person has no interest or money and begins to create excuses.
- Prejudices: The client creates an anticipated idea of what your product or service is.
- Real excuses: they don’t really understand how they could benefit you or why they might need you.
- Evasive: the person wants to think about the purchase or does not want to make the decision and says “I’ll check with my partner.”
Debate, Refute, or Rephrase Respectfully
Patience! We understand that some clients may be more difficult than others. But you must argue your objections from respect, from well-posed information and offering details of all the advantages.
Remember that to have this type of interaction with potential customers you must master the subject well enough (benefits, details, prices, offers, guarantees), only then can you anticipate objections.
How can you achieve all this?
- Make a list of the most common objections and create responses to anticipate.
- Don’t interrupt his objections, let him feel free to comment.
- Be kind, thank them and if applicable, recommend another product or service from your business.
- Guarantees always build trust, so include them in your proposals.
- Learn the results of the objections you have ranked.
- Demonstrates confidence and professionalism when discussing objections.
This may interest you: Consulting Ebook “How to successfully manage your consultancies”.