Marketing has always been one of the most important structures that helped sales in any organization. And Sales always depended on how well a product is created, manufactured, marketed, and finally distributed.
Sales strategies often involve all kinds of techniques that would help in maximizing one’s sales.
However, along with successes, there also come hurdles on the way. Problems that often come up, even when not intended to, or when everything is done right. Primarily when you deal with sales pitches, there are many objections that come your way.
Objections that should be handled impromptu and effectively. There is never one way to come through the obstacle. But knowing the kind of objection you may be posed with will always help in your future endeavors.
Thus, here I bring to you some of the most common objections one might face during sales.
To start off with, let’s talk about what an objection is. It could be explained in many ways. The primary definition per se is when a buyer, or a potential customer is not convinced enough to buy your product. They have a slight hesitation or sometimes straight away say a NO.
Buyers more often than not are rigid and also challenging. This is expected, given they are the ones who are supposed to put their money in.
Thus, you need to be wary and alert all the time to convince the buyer in the best way possible.
Often, buyers do not see the need for a solution or a product. This is so because they do not recognize there exists a problem that needs to be solved.
They do not identify with the issues at hand and thus do not want the product.
They would tell you, ‘I don’t think I need that’, as an answer to your pitch. Because they also do not see the value you are offering.
Thus, for this, you need to understand the needs of your customer and also how they logically think in order to appease them to buy your product. It is required that you tell them how value-adding the product is and not the process.
The focus while pitching always needs to be on the result that it would lead to. Make sure you tell them clearly what the product is and how it would add value to them.
A good way to find answers to these is by asking questions to yourself.
What questions would you ask when someone asks you to buy a product that you find not needed for yourself?
Buyers are convinced to buy something that they do not deem necessary at that point in time. Thus their primary instinct is to deny buying the product. There is no urgency in buying that, and they might later when it might seem necessary would buy the product.
This might also be because you have not established yet how valuable the product is for the buyer.
You can tackle this problem by setting your focus on the visible pain points of your customer.
That is you need to talk to them carefully and understand their issues. Then progress to comply with that points.
When you bring in issues that the customer is hurt by and show them a potential solution, you will always be able to gain their confidence.
You can show them the long-term benefits and also explain to them why the product would definitely ease their pain sooner.
The budget does play an important role in determining whether a customer would make their final call in your favor or not.
This is often not discussed during the time of the pitch, and the customers usually hesitate to indulge in conversations about the budget. Even if you manage to impress them with your skills, the budget is a bigger roadblock than you might assume.
Thus, it is necessary that your pitch also talks about the price of the product. You can also divide your budget into smaller installments as feasible for the buyer.
The offer you provide them with should not be too rigid that there are no changes and you miss a buyer of yours. The customer also needs to be made feel heard.
Moreover, if you establish the product’s value then the budget negotiation becomes easier.
This objection is very fair and common given, that everybody would be skeptical to entertain a stranger. And, also invest in something they pitch. And, really, why should they trust you?
This might be a case when they either do not believe in the pitch you are posing them with. Or, entirely do not realize that the product is actually helpful to them in ways you tell them.
Also, they would raise objections to the product in itself, like there are better products in the market.
To pass this hurdle, you are supposed to be as genuine and authentic as you can be to them. You need to think out of the box and also customize the pitch for your customer to increase their confidence in the product.
Do not make the pitch only about the product and the firm, but the focus should be on the buyer. And how they would be the center of the pitch.
Make sure you make them involved. Ask them as many questions as you would require and also let them fill them in.
When the pitch is interactive, the buyer tends to believe you more.
When objections are raised about the product, make sure you take your time to explain the product in its entirety. You can make your argument stronger by using anecdotes and testimonials. You can also always carry physical proof with you to show them. Also, a demonstration always helps.
Another plausible objection that pops up is the person you are dealing with does not make decisions related to making purchases. This might be in big companies when you are made to meet people just for you to give them their pitch.
At times like these, it is better to get on details about the person who will be making the final call. You can collect all the information that you would need to make a pitch that would be hard to be denied.
You can also ask the person you are meeting with to give a brief about what your pitch is all about. So that they can be intrigued and the time you meet could be used to talk about specifics.
This would increase the chances of the buyer being pleased and accepting your offer.
These are some of the common objections you would face while you go in with a sales pitch. There would be many other objections. But they do fall under this broad category of you tackling issues with their trust, urgency, necessity, and authority.
Thus, make sure you have a foolproof pitch where you can accommodate potential issues that might come up. Ask yourself questions that you would ask if you were in their shoes. A fool-proof plan, however, does not mean that the plan is rigid. And, the biggest strength would be you establishing the value of your product, firm, and you as a salesperson!