Selling in the digital world can become a bigger challenge than in person. Customers have numerous questions and, in real time, can compare your brand with others. So, you need to know how to get around each of the sales objections and show yourself as the best option.
There are people who start to develop a fear of sales precisely because of the fear of not knowing how to respond or escaping from the obstacles that the lead poses before the purchase. Every entrepreneur must work on this skill and their sales strategies to be more successful in business.
Want to know how to do well during the sales process? Check it out below.
Get around objections before they arise
In some cases, the infoproducer will not have direct contact with the customer and will not be able to have a negotiation process. Therefore, objections need to be answered indirectly in the sales letter and on social media through content marketing.
Have clear information about your infoproduct, emphasizing what is essential, such as price, payment method, who the product is for, exclusive advantages and the problems it solves. Don’t make a block of texts or talk too much. Let the customer feel a good experience by getting to know your sales page.
Therefore, it is essential to invest in design and copywriting, as they will arouse your client’s interest. With the support of mental triggers, the chances of success are greater. Watch the video to learn more:
And remember: it’s not you, it’s your page that’s going to sell. So, the content should be attractive and aligned with the persona’s interests, making them feel secure and connected to the brand.
5 steps to get around sales objections
1. Know your product well
Often, the prospect will have real questions — which are not necessarily objections — but if the salesperson cannot answer them clearly, it will open up space for the customer to question their quality and suitability.
Therefore, the first step to get around the objections is to understand very well what is selling and this study should take place even before the first contact with the customer. This way, you will give more confidence to the lead.
You don’t want to start contact by explaining everything without stopping, in order to show that you have the knowledge, but be ready to explain what the customer wants. Find out what problems your solution solves, you’re competitive advantages, and your business’ value proposition.
2. Think about possible objections
There are numerous objections that customers can make, but some are more common, for example:
- I don’t think I need that right now;
- I’ll analyze and give you feedback;
- It’s too expensive, I can’t afford it;
- I prefer not to risk not having the return I want.
If you received any of these responses on your first sale attempt, what would you do? We recommend that, before the sale, think like a customer and imagine what they might claim. Then create a fictional dialogue with yourself to understand what the best attitude would be.
Another tip is to take as an example all your sales, whether they are successful or not. Write down how the dialogue went and what could change, because at some point, you may go through a similar situation and you will already know how to act.
3. Listen (or read) carefully what the customer has to say
After going through the previous steps, you will be more prepared for the moment of sale itself. An essential rule is not to be that salesperson that the person never wants to return to the store just because of his insistence.
Be friendly and try to create a connection with the customer from the first moment, showing that you are there to help them and not with the sole intention of selling. For this to happen, it is necessary to pay attention to the person and what they say.
Furthermore, the obstacle that the customer claims is not always the reason he or she does not make the purchase. The problem may be another one and not even the person identified it. So if you pay attention to every word spoken, you have a better chance of understanding how you can get around the objection with relevant arguments.
4. Ask questions
For each objection the customer makes, you can ask about 3 questions to fully understand their complaint. For example, if he says that the price is high, you shouldn’t immediately justify yourself to try to show that the product is worth that price
An interesting answer would be:
- I understand that we don’t have the cheapest price on the market. But how much were you hoping to invest?
In the first sentence, you create closeness to the customer by agreeing with their opinion. Afterwards, you open up so that he feels free to share more information that will help you in the negotiation.
5. Don’t pressure the customer
You don’t need to be able to complete the sale in 100% of the deals. Remember that the customer is not your opponent, so you don’t have to confront him. It is necessary, yes, to use arguments to convince him, but with empathy and without putting pressure.
A common case is a lead saying that he will think well before buying. You can’t seem desperate for the sale, leave it free to decide. However, before finalizing the contract, be available and ready to answer any questions.
Otherwise, the lead may not even buy and still leave with a bad impression about your brand. If you create a relationship, the person may not even make the purchase at the time, but creating that connection will make them look when they need your solution.
The key to dodging sales objections is knowing yourself to sell and paying attention to detail. If people tend to put up the same obstacles, you need to work on this weakness in your business.