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hello and welcome to seller made simple my name is will and in this video i'm going to explain a simple step-by-step process that's going to allow you to beat any sales objection but why is this important well if you don't know how to beat sales objections you can have lots of conversations with lots of prospects
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who might actually buy from you to end up with no deal being made by beating sales objections you're instantly overnight can become more productive and way way way more successful in sales
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few things are more infuriating than having a product that you know is a perfect fit for your buyer but then continually gets shot down time and time again when people when buyers turn around say well we just don't have the budget or we're happy with the
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service that we already use or perhaps they don't see the value in what you're pitching these are called sales objections and they are often the biggest hurdle to you closing the deal but when addressed the right way that we're going to cover in this video objections can help you build rapport
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provide valuable buyer insights and of course lead to more deals getting done in this video we're going to cover the most effective step-by-step process that i know to deal with any sales objection so let's get right into it now getting a negative response to a prospect doesn't
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necessarily mean that your deal is dead in the water buyers are just people and when people are unsure about making a change or buying a product they tend to throw out willy-nilly excuses for not taking action in the world of sales we call these excuses sales objections now
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some of the excuses that are given to sales reps come from legitimate places and there are legitimate reasons for why a buyer can't sign off on a deal others and knee-jerk reactions which we're going to cover later in the video but no matter what excuses being thrown at you you can break them with this process
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this framework so this framework here consists of just a few steps one two three four then a second pathway over here as well you're gonna listen to the issue that the buyer has repeat it back to them potentially solve it confirm it
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solved or just frankly and very literally move straight past it so let's go into each of these steps in a little bit more detail starting with really listening to the issue that the buyer has this is important because
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people like to be heard and it's no different when you're overcoming sales objections as well that's why the first step of this objection handling framework is to listen closely to the buyer as what they're describing their sales objection is and most importantly
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the most important thing you can do is just shut up don't interrupt the prospect when they're giving you an objection don't try and interrupt them with your answer don't try and outwit them or cut them off with a reason why the objection is
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actually garbage and they should buy from you anyway additionally give a slight pause after they've posed their objection so they know it's actually sinking right into your brain box and to put a little bit of data some numbers on this point sales intelligence platform gong found that
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sales reps in the bottom 20 percent of performers spent 60 80 of their time speaking however the top closers spent 42 of their time talking that's just one of the differences between a high performer and a low performer high
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performers talk talk less step two we're going to repeat the objection back clearly to the prospect so now that you've put effort into really genuinely listening to what the barrier is saying it's time to move
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on to the next step of the objection handling process and to repeat it back to the buyer and this could sound as simple as if the buyer says hey well i'm not sure if you can do it in the call i want you can repeat that to the buyer okay i hear what you're saying so we are unsure if we can provide
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the correct color and sometimes the buyer's just going to turn around and say yes can you show me the colors that you offer and we'll see if we've got it this widget in a green do you see the how simple this was how the buyers solved their own objection by just listening and repeating the buyer's
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objection back to them you're gonna find a lot of sales objections just disappear in your conversations and there's several reasons why this step in the objection handling framework is so essential so essential first off it avoids any misunderstandings you may
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have made during the listening process it shows the buyer that you are listening proactively to them which shows you care that you're adding value to the conversation that this is a real conversation as opposed to just you trying to get your sales pitch to just shove it down the buyer's throat and it's an effective way to deal with what
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we call knee-jerk sales objections now the first two points i made there are pretty obvious so let's take a close look at this third point the knee jerk objection and these come about especially in the world of b2b sales because buyers have dealt with so many
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salespeople over their careers that they've got a bunch of automatic responses that they throw at salespeople to get them out of their hair and we need to break through this knee-jerk reaction mentality to break real objections with the buyer we're going to do this with what we call a pattern
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interrupt as we repeat back the buyer's question so let me give you a quick example of this so perhaps the buyer says hey i don't have the budget for this project well a pattern interrupt repeat it back statement could be ah so you've worked with us before then and
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you know our pricing here the buyers trying to use budget as an excuse but unless you have explicitly told them your pricing how do they know that you're out of budget they don't they've just thrown this random excuse at you and there's no logic behind it whatsoever so in this
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example we're doing two things that act as patent interrupts first off we're avoiding using all of the phrases that sales people typically use we're not going to say hey we're just reaching out or i'm checking in or i just wanted to we're not going to use any lines like
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that because if you use the same language as everybody else that are communicating with your buyers all these other sales people out there who are just spamming the people you're trying to get in front of well you're going to be ignored like all those suckers are getting ignored as well second i'm also proactively saying the opposite of what
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most other people say for example if a buyer gives you the objection just mail me the details well most salespeople are weak they're just soft they don't want any confrontation and so they're just going to email over the details instead i'm going to say something different i'm
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going to do the opposite of that i'm going to end the conversation by going sure what details do you want me to send because the prospects are expecting you to do all the work here you put a little bit of pressure on them to do the work and they go oh i don't really know tell me more about your product and i can
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tell you more about the details that i want to receive patent interrupts like this snap buyers out of those automatic responses and it makes them more receptive to the rest of what you've got to say because they encourage your buyer to actually listen to what you're saying and not just dismiss you as another
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pesky salesperson so after we've listened to the issue we've repeated it back potentially with a pattern interrupt injected in there as well we're going to now solve the issue if that's what's needed because listening and repeating back
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sales objections to the buyer you've hopefully now clarified what the actual problem is and whether this is a knee-jerk objection or not and there's no magic here people don't buy when they have genuine concerns and they sure as hell don't buy with these concerns go
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unaddressed especially if this happened objection after objection after objection it turns out if the issue is a true one is a real objection then it's up to you to now solve it if it's an issue of price start talking about numbers if it's your product's functionality well maybe share some of
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the core features and the problems that you solve if it's implementation talk about your extensive onboarding program whatever it is solve the issue for the buyer and then the final step here we're going to confirm that the issue has been solved and this is a short but entirely
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necessary extra step here that sales people often forget about because once you've addressed the issue it's up to you to confirm that it's satisfied the buyer's concerns this means confirm that your prospect heard your answer understood your answer and accepted your
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answer just because you say something to the buyer doesn't mean that they have comprehended it and they accept that the issue has been resolved ask the buyer overtly if you've solved their problem and make them go yep okay that makes sense try and make them say it out loud the best you can otherwise
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the buyer's brain just might not register that the objection has been solved and if you don't complete this step if you go through all this process and don't complete this step the buyer is likely to bring up this objection over and over again in different forms
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throughout the remainder of the sales process it's gonna drive you mad because you think you've already solved this and you're not gonna get the deal done and you don't have to be aggressive at this step of the process just ask hey did this answer your concern billy bob joanne whoever you're dealing with now
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there is a shortcut here and you can't use this every time that you get face of an objection in b2b sales but you can go down this route every now and again this is called the moving past the issue step so if after repeating the issue to the buyer
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the buyer admits that well the sales objection that they raised wasn't all that important it's time to move straight past the issue and to be honest you know not all issues are worth debating with a buyer if you're confronted with a knee-jerk problem there's not all that important or all
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that relevant you can often move straight past these issues during your objection handling process as well and now i know this sounds and feels a little bit sneaky the first time that you do it but let me tell you this the buyer has thrown out this sales objection unconsciously they probably
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barely know the excuse they give you in the first place if you repeat back the objection to them and they look at you blankly or they don't give you an immediate response just say hey okay that makes sense let's come back to that in a minute okay we get into this we do
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this one two three xyz carry on the sales conversation carry on the sales process and unless the buyer proactively brings you back to the sales objection later on in the sales process you're probably never likely to hear it again you're gonna find that once you learn to
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recognize these flippant objections maybe 50 60 of the objections that you face day to day can be skipped over just like this you can move straight past it okay so there you go a simple step-by-step process to deal with sales
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objections if you enjoyed this video why not make selling simple by watching the next video that's popped up somewhere on the screen right now