How can you handle sales objections when you don't have all the information?

In my experience, people want to feel like they are your only customer and that their business is important to you. I typically start with compassion, acknowledging that your sorry this has caused them hesitation and that you'll do everything you can to solve the problem. Then I would seek first to understand before being understood. I would use phrases like - tell me more about that, or help me understand. Then I would make sure that is the only concern, and if that were removed we would be ready to move forward. Often times the first objection is not the real objection. Only when they tell me solving the issues they have brought to me would mean they are ready to move forward, would I then address the objection.

Validate to Elevate in Sales 📈 When you're faced with sales objections and you're not armed with all the answers, here's a winning strategy: Validate the objection. 🎯 This involves giving props to your prospect for their valid concern, and showing respect for their perspective. 🙌 Why validate? It builds rapport, lowers resistance, and proves you're not sweeping their issues under the rug. Use this moment to dig deeper, get more info, and find common ground. 🕵️♂️ Turn objections into stepping stones toward success! 💼

I like to tell them I would love to give them an answer right now, but I have a few things I want to confirm before I do so just to ensure I give you the best and most accurate answer possible.

In my experience especially in the high ticket and luxury markets, it's always better to say that you don't know something vs trying to waffle your way through it. Saying you don't know and in order to give them the correct answer you'll need to go away and find out, is a better option that waffling. They usually also really appreciate that you're being honest and valuing their time. You can frame you not knowing as "I don't want to waste your valuable time and tell you something that later turns out to be incorrect, so let me check on that for you". Just be sure to follow up with the answer when you have them in the timeline you said you would.

I will often use examples of other customers who had similar hesitations. They thought the same thing and they found that after working with us, we were able to solve xyz for them. If I could do that for you, would you be open to discussing it further?

Move the Needle with a Simple Ask! 🚀 When navigating sales objections without all the answers, here's another ace up your sleeve: Ask for a commitment. 💼 This means urging your prospect to take the next step in the sales journey, whether it's setting up a demo, sealing the deal, or making a purchase. 📋 Why ask for a commitment? It not only inches the prospect closer to a 'yes,' but also gauges their interest and readiness. It's your secret weapon for dealing with minor, non-deal-breaking objections. 💪 Handling objections with limited info is tough, but these five techniques can help your sales team conquer hurdles, establish trust, and close more deals! 🏆