Objections are a natural part of the sales process. Prospects will have questions, concerns, and hesitations about your product or service. As a salesperson, it’s your job to address those objections and help the prospect see the value in what you’re offering.
In this blog, we’ll cover 11 effective ways to overcoming objections in sales, with tips and strategies to help you close more deals.
11 ways of overcoming objections in sales
1. Listen actively
Active listening is key to overcoming objections in sales. When a prospect raises an objection, listen carefully to what they’re saying. Don’t interrupt or try to jump in with a response right away. Instead, take the time to fully understand their concerns.
For example, if a prospect says “I’m not sure your product is a good fit for our business,” don’t immediately start listing the benefits of your product. Instead, ask follow-up questions to better understand their concerns. You might say, “I hear that you’re not sure our product is a good fit. Can you tell me more about why you think that?”
2. Empathize with the prospect
Empathy is a powerful tool in sales. When a prospect raises an objection, acknowledge their concerns and show that you understand where they’re coming from.
For example, if a prospect says “Your product is too expensive,” you might say, “I understand that price is a concern for you. We have a few different pricing options available, and I’d be happy to go over them with you to find a solution that works for your budget.”
3. Use the “feel, felt, found” technique
The “feel, felt, found” technique is a classic sales strategy for addressing objections. Here’s how it works:
- Acknowledge the prospect’s concern (“I understand how you feel.”)
- Share a story about how someone else felt the same way (“In fact, another customer of ours felt the same way.”)
- Explain how that customer ultimately found success with your product (“But after using our product, they found that it helped them overcome those same concerns.”)
For example, if a prospect says “I’m not sure if your product is reliable,” you might say, “I understand how you feel. In fact, another customer of ours felt the same way. But after using our product, they found that it was extremely reliable and helped them improve their business operations.”
4. Reframe the objection
Sometimes, reframing the objection can help the prospect see things in a new light. For example, if a prospect says “Your product is too expensive,” you might say, “Our product is an investment in your business. Can you tell me more about how it could help you achieve your goals?”
By reframing the objection, you shift the conversation from price to value. This can help the prospect see how your product can help them achieve their goals, rather than just focusing on the cost.
5. Offer a trial or demo
If a prospect is hesitant about your product or service, offering a trial or demo can be a great way to overcome their objections. This allows them to try your product or service before committing to a purchase.
For example, if a prospect says “I’m not sure if your software will work for our business,” you might say, “We offer a free trial of our software so you can test it out and see if it meets your needs.”
6. Address objections preemptively
Anticipating objections and addressing them proactively can help you avoid objections later in the sales process. For example, if you know that price is a common objection, you might address it upfront by offering a pricing sheet or explaining the value your
By addressing objections preemptively, you can demonstrate that you understand your prospect’s concerns and have already taken steps to address them.
7. Use social proof
Social proof is a powerful way to overcoming objections in sales. When prospects see that other people have had success with your product or service, they’re more likely to trust that it will work for them too.
For example, if a prospect says “I’m not sure if your product is the right fit for our business,” you might say, “We’ve worked with companies in your industry before and have seen great results. Here’s a case study that shows how we helped one of our clients achieve their goals.”
By providing social proof, you can demonstrate that your product or service is trusted and valued by others in your prospect’s industry.
8. Use data and statistics
Using data and statistics to support your claims can help overcome objections and build trust with prospects. For example, if a prospect is concerned about the reliability of your product, you might share data on how often it experiences downtime or how quickly it resolves issues.
By using data and statistics, you can demonstrate that your product is reliable and has a track record of success.
9. Offer a guarantee
Offering a guarantee can be a powerful way to overcome objections and build trust with prospects. By offering a guarantee, you’re demonstrating that you believe in your product or service and are willing to stand behind it.
For example, if a prospect is hesitant to commit to a long-term contract, you might offer a satisfaction guarantee that allows them to cancel at any time.
By offering a guarantee, you’re showing that you’re confident in your product or service and are willing to take on some risk to earn the prospect’s business.
10. Find a middle ground
If a prospect has concerns about your product or service, try to find a middle ground that addresses their concerns while still meeting their needs. For example, if a prospect is hesitant about committing to a long-term contract, you might offer a shorter-term contract with the option to renew later.
By finding a middle ground, you’re demonstrating that you’re willing to work with the prospect to find a solution that meets their needs and addresses their concerns.
11. Be persistent
Finally, persistence is key to overcoming objections in sales. Don’t give up on a prospect just because they raise an objection. Instead, continue to follow up and provide value to them over time.
For example, if a prospect raises an objection but doesn’t commit to a sale, follow up with them in a few weeks to see how their business is doing and whether their needs have changed. By staying persistent, you can build trust and demonstrate that you’re committed to helping them achieve their goals.
Objections are a natural part of the sales process, but they don’t have to be a roadblock to closing deals. By using these 11 effective ways to overcoming objections in sales, you can address concerns and build trust with prospects, ultimately leading to more successful sales.
Remember to listen actively, empathize with the prospect, use the “feel, felt, found” technique, reframe the objection, offer a trial or demo, address objections preemptively, use social proof, use data and statistics, offer a guarantee, find a middle ground, and be persistent. With these strategies in your toolkit, you’ll be well on your way to closing more deals and achieving your sales goals.