What are some common mistakes to avoid when handling objections?

1 Mistake 1: Arguing with the prospect

One of the worst things you can do when you hear an objection is to get defensive and argue with the prospect. This will only create more resistance and damage your rapport. Instead of trying to prove them wrong, try to understand their perspective and empathize with their concerns. Use open-ended questions to explore their needs, goals, and challenges, and show them how your solution can help them.

2 Mistake 2: Giving up too easily

Another common mistake is to give up too easily when you hear an objection. Some salespeople take the first "no" as a final answer and end the conversation. However, this can be a missed opportunity to dig deeper and uncover the real reason behind the objection. Sometimes, the prospect is not ready to buy, but they are interested in learning more. Other times, they have a hidden objection that they are not expressing clearly. Don't let one objection stop you from following up and building value.

3 Mistake 3: Offering discounts too soon

A third mistake is to offer discounts too soon when you face a price objection. While it may seem tempting to lower your price to close the deal, this can backfire in several ways. First, it can devalue your product or service and make the prospect question its quality. Second, it can set a precedent for future negotiations and erode your margins. Third, it can signal a lack of confidence in your value proposition. Instead of offering discounts, focus on demonstrating the ROI and benefits of your solution.

4 Mistake 4: Ignoring the competition

A fourth mistake is to ignore the competition when you hear an objection related to them. Some salespeople avoid mentioning their competitors or dismiss them as irrelevant. However, this can make you look uninformed or arrogant, and it can also leave the prospect wondering why they should choose you over them. Rather than ignoring the competition, acknowledge their strengths and weaknesses, and differentiate yourself by highlighting your unique features and advantages.

5 Mistake 5: Talking too much

A fifth mistake is to talk too much when you handle an objection. Some salespeople try to overwhelm the prospect with information and facts, hoping to convince them to buy. However, this can have the opposite effect and make the prospect feel bored, confused, or pressured. Instead of talking too much, listen more and ask more questions. This will help you understand the prospect's needs, concerns, and motivations, and tailor your response accordingly.

6 Tip: Use a framework

Improving your objection handling and rebuttal skills can be achieved by utilizing a framework such as the LAER model. LAER stands for Listen, Acknowledge, Explore, and Respond and helps to avoid common mistakes. When using this model, it's important to listen actively and attentively to the objection without interruption or argument. Acknowledge the objection with empathy and respect, then explore it by asking open-ended questions to uncover the real reason behind it. Finally, respond with a tailored solution that addresses the objection and shows the value of your offer.

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?