Salespeople don’t shoot fish in a barrel. They shoot – if you’ll permit the metaphor – into a wide-open lake full of fish, swimming around with varying concerns, proclivities, affinities and stations. In plainer words, salespeople come up against a great deal of objection.
It’s not easy being on one side of a phone call that isn’t going well, especially when you don’t know what to say. In this post, let’s look at an overarching solution for tackling objections. Let’s also look at some common objections that sales development reps (SDRs) might come up against, and talk about ways to manage them.
An Overarching Solution
Don’t let your SDRs out in the ocean without a life raft – provide them with a winning sales script, one that sounds natural, structures the conversations and includes contingency plans for varying objections. And make it dynamic.
You can close a fair amount of leads with a static script, but you can close more leads with VanillaSoft – a sales engagement platform with dynamic scripting software, which allows reps to swiftly adapt to changes in a prospect conversation, including objections.
Common Sales Objections
“We’re Happy With Our Current Supplier”
If something isn’t broke, what incentive should the prospect have to fix it? Dealing with this objection is about convincing the prospect to keep an open mind. Rather than convincing them to switch, suggest that they take a look at your product or service, simply as a point of comparison. You’ll send them information, a demo or even a free trial.
“Unfortunately, We Don’t Have The Money Right Now”
It’s not a price tag, it’s an initial investment. Understand where they’re coming from, but reframe the discussion in terms of long-term value and ROIs – the bigger picture. If need be (and if you are able), discuss a payment plan that might work for them.
“I Can’t Personally Authorize This”
This may be a deflection tactic, or it may be the honest truth. You aren’t always going to be contacting the person who makes money decisions. If you come up against this objection, simply ask the prospect for the name and contact info of whomever you should be talking too. If they volunteer to pass the message along instead, gently try and set up a concrete time to talk with that person.
“Why Don’t You Leave Your Information…”
This is a clear and classic brush-off tactic. If it happens before you’ve even had the chance to communicate your product’s value, suggest that it might be simpler for you to explain the product here and now, briefly. If the prospect has had a chance to hear your pitch and still delivers a brush-off line, suggest resources – demos, free trial, etc. – you can send that might further help demonstrate the product’s value.
With a little help from technology, courtesy of a sales engagement platform’s dynamic scripting software, and a little old-fashioned verbal footwork, you can master the art of managing objections. You may not ever be able to “shoot fish in a barrel,” but you can certainly hone your casting off technique.