How do you handle objections and challenges from your leads during the sales process?

1 Understand the objection

The first step to handle an objection is to understand what it is and why it matters to your lead. Is it a question, a concern, a misconception, or a condition? How does it affect their decision-making process and their pain points? You can use open-ended questions, active listening, and empathy to probe deeper and uncover the root cause of the objection. For example, if your lead says they are not ready to buy, you can ask them what is holding them back, what are their priorities, and how can you help them move forward.

2 Validate the objection

The second step to handle an objection is to validate it and acknowledge your lead's perspective. You don't want to argue, dismiss, or ignore their objection, as that would damage your rapport and credibility. Instead, you want to show them that you respect their opinion, understand their situation, and appreciate their feedback. You can use phrases like "I see where you are coming from", "That's a valid point", or "I'm glad you brought that up" to validate their objection and make them feel heard.

3 Respond to the objection

The third step to handle an objection is to respond to it with relevant information, evidence, and benefits. You want to address their objection in a way that demonstrates your value proposition, differentiates your solution, and aligns with their goals and needs. You can use stories, testimonials, case studies, data, or demonstrations to support your response and show them how your solution can solve their problem, save them time or money, or improve their situation. For example, if your lead says they are happy with their current vendor, you can share a success story of how your solution helped a similar client achieve better results, reduce costs, or increase satisfaction.

4 Confirm the objection

The fourth step to handle an objection is to confirm that you have resolved it and move on to the next stage of the sales process. You don't want to dwell on the objection or repeat yourself, as that would create doubt and confusion. Instead, you want to check if your lead has any questions, concerns, or objections left, and if they are satisfied with your response. You can use phrases like "Does that make sense?", "Are you comfortable with that?", or "Do you agree with that?" to confirm their objection and gauge their interest and readiness.

5 Anticipate the objection

The fifth step to handle an objection is to anticipate it and prepare for it in advance. You don't want to be caught off guard or surprised by an objection, as that would make you look unprepared and unprofessional. Instead, you want to research your leads, identify their common objections, and plan your responses and rebuttals. You can use tools like CRM, social media, or online reviews to gather information about your leads, their pain points, their goals, and their challenges. You can also use scripts, templates, or cheat sheets to outline your responses and practice them with your peers or mentors.

6 Prevent the objection

The sixth and final step to handle an objection is to prevent it from happening in the first place. You don't want to wait for your leads to raise objections, as that would slow down the sales cycle and reduce your conversion rate. Instead, you want to proactively address their potential objections and challenges before they become an issue. You can use techniques like qualification, discovery, value proposition, or trial close to uncover and eliminate their objections and challenges early in the sales process. You can also use rapport, trust, and authority to influence their perception and decision-making.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?