The Art of Saying No

8 effective techniques on handling objection in a sales pitch

Photo by Jon Tyson on Unsplash

Hey there, sales pros! Are you tired of getting shot down by pesky objections in your pitches? Fear not, because I’ve got 8 super effective ways to handle objections and keep your sales on track! And, as an added bonus, I’ll provide some funny examples to keep things light and entertaining. Let’s get started!

1. Acknowledge the objection and show empathy. The first step in handling objections is to acknowledge that the prospect has a valid concern and show empathy for their situation. For example, if the prospect says “I don’t have the budget for your product,” you could respond with something like “I completely understand, budgets can be tight. Let me see if there’s a way we can work within your budget.”
2. Ask clarifying questions to get to the root of the objection. Sometimes, objections are based on misunderstandings or incomplete information. By asking clarifying questions, you can get to the bottom of the objection and address it more effectively. For example, if the prospect says “I already have a similar product from a different company,” you could ask “What specific features do you like about their product and how does it compare to ours?”
3. Address the objection directly and provide evidence to support your response. Once you understand the root of the objection, you can address it directly and provide evidence to support your response. For example, if the prospect says “Your product is too expensive,” you could respond with “I understand that price is a concern. However, our product has many additional features and benefits that make it worth the investment. For example, our customers have seen a 20% increase in productivity after using our product.”
4. Offer a compromise or alternative solution. If the objection cannot be fully addressed, you can offer a compromise or alternative solution to meet the prospect’s needs. For example, if the prospect says “I don’t have time to implement your product,” you could offer “I understand that time is a concern. We offer a full implementation and training package that can get you up and running quickly. Or, if you prefer, we can provide a phased implementation plan that allows you to roll out the product at your own pace.”
5. Use a third-party testimonial or case study to provide social proof. Sometimes, objections can be overcome by using a third-party testimonial or case study to provide social proof. For example, if the prospect says “I’m not sure your product will work for us,” you could respond with “I completely understand. We have many customers who have had great success with our product. For example, ABC Company saw a 30% increase in revenue after implementing our product. Would you like to hear more about their experience?”
6. Address the objection and then reframe the conversation to focus on the benefits and value of your product. Another effective way to handle objections is to address the concern and then reframe the conversation to focus on the benefits and value of your product. For example, if the prospect says “I don’t have the budget for your product,” you could respond with “I understand that budget is a concern. However, our product can help you save time and money in the long run. For example, our customers have seen a 25% reduction in operational costs after implementing our product. Would you like to learn more about how our product can help your business?”
7. Use the “feel, felt, found” technique to overcome objections. The “feel, felt, found” technique is a common sales tactic that can be used to overcome objections. It involves acknowledging the prospect’s concern, showing empathy for their situation, and providing evidence to support your response. For example:

Prospect: I don't have the budget for your product.

Salesperson: I understand that budget is a concern. I've had other customers who have felt the same way. But after learning more about the benefits and value of our product, they've found that it's worth the investment. For example, our customers have seen a 25% reduction in operational costs after implementing our product. Would you like to learn more about how our product can help your business?

8. Use humor to diffuse the situation and lighten the mood. Sometimes, objections can be overcome by using a little humor to diffuse the situation and lighten the mood. This can help to build rapport and make the prospect more receptive to your response. For example, if the prospect says “I don’t have the budget for your product,” you could respond with a playful “Ouch! That hurts my feelings. But seriously, let’s see if we can find a way to make it work within your budget.”