Techniques to handle customer objections correctly

When talking about objections we can apply the popular saying “it all depends on how you look at it”.

There will be people who believe that objections are the enemy of sales, while others will see them as an opportunity.

At Meeting Dots we are positive by nature. Thus, we are part of those who think that objections are our greatest allies when are well used.

Of course, you have to know how to handle them well.

With today’s post we teach you the most infallible techniques to handle your customers’ objections.

Let’s take them down in 3,2,1!

First things first: what are objections?

In our own definition, let’s say that objections are the drawbacks or inconveniences that your customers see before buying your products or services.

These are those things that prevents them from making the purchase decision.

For instance, money, time, usefulness or not of the product or service, etc.

The important thing about the objection is that, if it exists, it is because there is a real customer in front of your product or service willing to buy. However, that potential customer has some doubts to make the final decision.

When this happens, it is up to us to know how to break down these objections. In this way, the customer arrives with all his doubts cleared up and buys without thinking much more about it.

Why are objections the ally we should all count on?

At the beginning of this post, we told you that objections were the eternal enemies of some people, while the strengths of others. Whether you see the glass half full, or half empty is up to you, but we would love it if you were the latter.

In these cases, the important thing is to be able to take these doubts to your own field.

Knowing your customers’ objections will lead you to:

To know your target audience better.
Improve your product or service.
Anticipate so that the customer has no excuses when it comes time to buy.
Help your customer make a better buying decision.

As we see it, considering objections as an enemy is the idea that crosses the minds only of those who cannot bring more to their customers or who are only looking for the easy sale, knowing that their product or service is not as good as they say it is.

Not knowing how to handle customers’ doubts is the same as not knowing how to give an answer to those doubts, which will generate even more distrust in them.

Since we know that, if you are reading this, you are one of us… we are going to share with you the techniques for handling customer objections that we use ourselves!

The best techniques for handling customer objections

Let’s go through these techniques to break down the objections of your potential buyers:

Active listening

This seems very obvious, but in reality, very few people actually do it.

Listening to your customer is key. This is the reason why we told you before not to sulk or get personal when a customer complains or raises an objection because it is gold.

If they do not engage you in conversation and tell you where you are failing or where there is a gap in your product or service, how are you going to improve to give them what they actually need?

Do some research

Do not relax your standards.

Launching a product or service is not the end of the buying process, you have to keep moving forward to improve all the time and avoid being passed over by the competition.

So, keep researching. Remember that customer needs are constantly changing, and you have to know how to adapt to them in order not to lose your position in the market.

Anticipate the objection with all this information

If you know very well your customer, as well as have the market well explored, you will be able to anticipate all those excuses that the customer will make at the time of the sale.

You will give them the answers they need, even before they ask for them.

In order to do this, write a good sales text that so it will break down the objections one by one. In this way, once they reach the end of your page, they will be willing to click on “buy”.

Collect testimonials from other clients you have already helped

At the online world, testimonials are like the traditional word of mouth.

So, you have to make the most of it.

Collect testimonials from those customers who have already enjoyed your product or service as the solution to their problems.

Try that each of them points to a different objection, thus you will give more value to your proposal in the market and the doubts will be less.

Talk with them when there is an objection

Customers will feel more confident when there is a doubt, and they have someone on the other side of the screen, phone or tablet.

Solving objections at the time of purchase is essential. This because customers are ready to buy at that very moment.

Give them a solution right now and the sale will be closer.

Do not try to be a mourning salesman

Do not take it personally or feel offended when a customer raises a complaint, objection or tries to return the product or service.

Take it all in your stride, learn and improve. Respond to customers politely and remember the first objection handling technique discussed in this post.