When selling to a prospect, objections can seemingly come out of nowhere. One minute, your buyer is nodding their head and actively listening to your presentation. The next minute they interrupt and tell you they don’t think your product is worth the cost. This may seem like a wrench in your plans, but it doesn’t have to be. Objection handling in sales comes easy when you have correctly identified and sold to the “gap” between your customer’s current and future states.
Their current state is full of problems (even if they don’t know it), while the future state has growth and profits. If you have made a complete and thorough discovery and adopted sales methodologies focused on this gap, these price objections are almost too easy to overcome. In fact, if you do your research and sell to this gap effectively, you might not even hear any objections! Here are three objections you’ve probably heard before and how you can overcome them in the future.
“Your Product Is Too Expensive…”
This is a price objection you’ll hear all the time, but if you’ve diagnosed the root cause of a buyer’s problems and know the buyer’s ideal future state, you can overcome it with ease. Imagine shopping for a book to teach you how to become a freelance writer. An expert freelancer comes along and tries to sell you a book for $500. That may seem like a lot, but the writer knows your desired future state. If you buy this book, you can be making six figures as a freelancer in six months. Now it doesn’t seem so expensive. Overcoming this price objection is all about making the client realize that their desired future state is well worth the price of your product. It’s up to you to help them understand.
“We Don’t Have the Budget...”
A budget objection is similar to the previous, but you have to take a different angle to overcome it. Back to the price objection example, you probably don’t allocate $500 into your budget for book purchases. It’s probably somewhere closer to $50. Technically this freelancing book isn’t in your budget, but once you hear that you can make your money back and a lot more, you’re going to find money in the budget.
The best B2B and SaaS sales training can help you show your clients why moving around their budget is worth it. The up-front cost may be out of their budget, but their future state lasts indefinitely. Point out how you can solve their problems and get them to their future state to help handle this objection.
“Our Current Method Is Cheaper…”
This objection arises when a buyer doesn’t realize the root cause of their current state. For example, you’ve been buying $20 freelancing books for a while now, so your method is technically cheaper. However, it’s been six months, and you still haven’t landed a single client. Sure, your current method is cheaper, but is it actually helping you, or are you just throwing money away? This $500 book may be more expensive than your current option, but it has been proven to get you high-paying clients within six months. Your cheaper method doesn’t seem so good anymore.
Handling this objection is all about helping the buyer connect their current state with the root cause of that problem. You need to convince them that the status quo, or continuing with their cheaper method, is actually costing them in the long run. Then, you can show how your method can get them to their desired future state.
About A Sales Growth Company
The world of sales is constantly changing and evolving. So why are sales tactics stuck in the previous century? A Sales Growth Company is throwing away the outdated sales training programs developed in the ’50 and ’60s. They’re changing the selling game and want to help your team modernize its selling approach. B2B sales training from A Sales Growth Company focuses on the Gap Selling method, an effective new way to approach sales. Be prepared to ditch outdated sales methodologies and get ready to watch your sales team transform. If you want to bring your team into the 21st century, partner with A Sales Growth Company and learn how to modernize your sales.
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Original Source: https://bit.ly/3waWJEN
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