Let's say a sales team frequently loses deals because they freeze when prospects push back.
Common objections like "It's too expensive," "We're happy with our current provider," or "Let me think about it" cause hesitation and lost confidence.
Instead of handling objections effectively, reps either back off too quickly or become overly defensive.
๐๐ผ๐ ๐ฌ๐ผ๐ ๐ฎ๐ ๐ฎ ๐ง๐ฟ๐ฎ๐ถ๐ป๐ฒ๐ฟ ๐ฐ๐ฎ๐ป ๐๐ฎ๐ป๐ฑ๐น๐ฒ ๐๐:
1. Reframe Objections as Buying Signals โ If a prospect objects, it means theyโre interested but need reassurance.
2. Use the โFeel-Felt-Foundโ Method โ Acknowledge their concern, share how others felt the same way, and explain what they found after choosing your solution.
3. Ask Clarifying Questions โ Example: โWhat specifically concerns you about the price?โ or โWhat would make this decision easier for you?โ
4. Build Confidence with Role-Playing โ Regular objection-handling exercises in team meetings improve real-world performance.
5. Create an Objection-Handling Playbook โ Document common objections and best responses so every rep is prepared.
๐๐
๐ฎ๐บ๐ฝ๐น๐ฒ: ๐๐ฎ๐ป๐ฑ๐น๐ถ๐ป๐ด ๐ฎ ๐ฃ๐ฟ๐ถ๐ฐ๐ฒ ๐ข๐ฏ๐ท๐ฒ๐ฐ๐๐ถ๐ผ๐ป
A prospect says, "Your product is too expensive."
A trained sales rep responds:
โ Acknowledge: โI understandโmany of our clients initially felt the same way.โ
โ Reframe: โThey also wanted to make sure they were getting the best value.โ
โ Provide a solution: โWhat they found was that the ROI from [specific benefit] outweighed the initial cost. Would you be open to seeing how it could work for you?โ
๐ช๐ต๐ ๐ง๐ต๐ถ๐ ๐ช๐ผ๐ฟ๐ธ๐:
โ Turns resistance into conversation.
โ Builds trust instead of pressure.
โ Increases confidence in sales reps.
๐ฆ๐ฎ๐น๐ฒ๐ ๐ถ๐๐ปโ๐ ๐ฎ๐ฏ๐ผ๐๐ ๐ฎ๐๐ผ๐ถ๐ฑ๐ถ๐ป๐ด ๐ผ๐ฏ๐ท๐ฒ๐ฐ๐๐ถ๐ผ๐ป๐โ๐ถ๐โ๐ ๐ฎ๐ฏ๐ผ๐๐ ๐ฒ๐บ๐ฏ๐ฟ๐ฎ๐ฐ๐ถ๐ป๐ด ๐๐ต๐ฒ๐บ ๐ฎ๐ ๐ฝ๐ฎ๐ฟ๐ ๐ผ๐ณ ๐๐ต๐ฒ ๐ฐ๐ผ๐ป๐๐ฒ๐ฟ๐๐ฎ๐๐ถ๐ผ๐ป.
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