It’s like there’s this friction or an anchor dragging down the call, and you can’t move past it.
In this video, I’ll show you how to effectively handle objections in sales calls, with techniques you can use every single time. Check it out:
1. They need your help.
Change your mindset; understand that your prospects need you. You’re not an interruption to their day, you’re there to help them solve their problems. It’s important to recognize that the right prospects do need your help, and as a result, not being able to overcome their objections is ultimately a disservice to them. This mindset shift is crucial in handling objections in sales calls.
2. They always want to end the call at first.
Accept that most prospects want to end the call initially. It’s a natural response, as they probably expected the call to be from someone else, and no one wants to talk to a salesperson—at first. Understand this and get comfortable with it. Have a plan for dealing with the common ways prospects try to end the call. It’s a bit of a cat-and-mouse game, and the more you enjoy the game, the better you’ll become at it. Being prepared for this initial resistance is key to overcoming objections in sales calls.
3. Map out the most common objections.
In prospecting calls, there are usually just a few common objections used by prospects to get off the phone. These include statements like, “Now’s not a good time,” or, “Can you call back later?” There aren’t too many variations, so map out these common objections and prepare your responses to each. Don’t let yourself be surprised by objections you can see coming from a mile away. Mapping out and preparing for these typical objections is a top strategy for better sales calls.
4. Get super comfy being uncomfortable.
This relates back to point two. Being on the phone with a prospect who’s trying to get off the call is naturally uncomfortable. Learn to be comfortable in this discomfort. Consider it a game—just like athletes in high-intensity sports get comfortable with discomfort, you should, too, in your prospecting calls. Comfort in discomfort is an essential ingredient for effectively handling objections in sales calls.
5. Keep getting 30 more seconds.
Think of prospecting calls as a series of 30-second increments. Aim to extend the call by 30 seconds at a time. Use lines like, “Can I take 30 seconds to tell you why I called? If it doesn’t make sense, we can hang up. Does that sound fair?” This approach helps you build the conversation gradually. This tactic is effective for both managing time and overcoming objections in sales calls.
6. Lead with real value.
Prospects will want to stay on the phone only if they see you’re providing value. Think about how you can offer real value to the prospect right away, showing that you understand their world and can add value to their lives. Leading with value is a powerful way to address objections in sales calls. The number one reason prospects want to get off the phone is because they sense you’re taking valuable time from them, and not giving them value in return.
7. Get them talking.
For the first 30 seconds or so, you’ll do most of the talking, but aim to get the prospect talking as soon as possible. Engage them with thoughtful questions. The more they talk and engage, the more likely they are to see value in the conversation. Getting the prospect to talk more is a must-know technique for overcoming objections in sales calls.
8. Give them bait for the appointment.
The goal of a sales call is to set up a follow-up appointment. Simply asking for an appointment isn’t enough; provide real value or ‘bait’ to justify the next meeting. This could be a complimentary audit, sharing best practices, or discussing pricing.
9. Who cares?
Some calls will succeed, others won’t—that’s the reality of prospecting calls. Don’t let a poor call affect you. Whether you’re an experienced salesperson or not, rejections are part of the process. Adopt a ‘who cares?’ attitude, keep dialing, and you’ll be more successful in overcoming objections and scheduling appointments. Having a resilient mindset is crucial in managing objections in sales calls.
So there you have it. Now you know how to handle objections in sales calls. Which of these ideas did you find most useful for your own approach to sales objections? Be sure to share your thoughts in the comments section below to join the conversation.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.