Comment répondez-vous aux objections des clients pendant ou après une présentation?

Probe: It's easy to get defensive from an objection, but asking probing questions will give a better context. Be calm: It's not about YOU. It's about a plethora of other factors including the client's situation, business needs, even mood. Don't get anxious. Let go: Sometimes the best of presentations go awry (and horrible ones go well!). Take your learnings, shine your shoes, and onto the next one!

I think this is a very key element of being involved in Business Development. The reasoning behind an object can be vast and as such, the first step is without confirmation or pressure gain the trust of the buyer to be open and honest as to why. That trust and respect needs to be earnt from the start of the process and a true understanding of the needs of the client is needed to allow an true and open dialogue when it comes to the close/objection stage.

Firstly before even getting started on the design presentation we need to understand if the client knows what he wants or he has certain design preferences or there is a budget constraints. In order to understand this we need to spend some time with client with a set of questioners on taste, cost and what should the design philosophy be based on. During these discussion we usually showcase few of our previous projects and understand what design philosophy he is leaning towards. This would help you to provide a design presentation which would be close to their preferences.

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When handling Client objections I focus on 2 things - what is ideal state Client expects and how can my team deliver it. Clients hire us because of our expertise, thus whenever there is a disagreement on the way to do things I introduce solutions with different trade offs and allow Clients to pick what they find more important.

In my experience it is always prudent to imagine all the objections that can come your way during presenting your design.If we provide enough insights into how you came about a particular solution then you have actually mitigated or prepared for any objections. If however you do face objections which you are not prepared for, then the first step is to ‘listen’, try to gauge where the client’s thoughts are stemming from and try to confirm if you have firstly understood their pain points accurately. You can then try to provide an alternate solution, design tweak if possible in the same conversation, else the client has to be told that you have taken this input seriously and you would respond back at an appropriate time.

Again as before, there are times when it may well be not the right time, not the right product or you are not the right salesperson that has built that trust with the client. Whatever the reason or rationale for the objection it is an objection and it is important to acknowledge whether we agree or the objection is founded in the customer's eyes this is the case. Again with trust and open dialogue, it is possible to strengthen a sale by overcoming and exploring objections.

Stay professional and patient : remain calm , professional , and patient during the discussion. Remember that objections are normal part of the process and providing clear, knowledgeable respons will help build trust and confidence