There are common sales objections that are always a struggle for sales professionals. 69% of buyers say they want sales professionals to just listen to their needs, but achieving a sale isn’t that easy.
This is especially true as we go into 2021; we’re still enduring the COVID-19 pandemic and the economy is currently weak. Many sales professionals will likely face more rejections and other struggles until many issues of the pandemic are solved.
Does that mean overcoming sales objections is impossible? Sales professionals will have to be prepared for the problems that lay ahead and how to use these struggles to their advantage.
Here’s our guide on overcoming customer objections in 2021.
Can’t Get to the Root of the Problem
Offering the product you’re selling as a solution is a great way to make a sale. That’s why all salespeople need to get to the root of the problem.
But what if you can’t identify a prospect’s problem? How do you overcome this obstacle?
Start by asking questions. Ask them about their business priorities and any struggles they have. If the product you’re selling can serve as a solution, use that as your selling point.
Rescheduling Calls
Leads may want to buy your product but aren’t ready. Rather than express their needs, they will stall by rescheduling your calls.
Fortunately, there is interest. This is why you shouldn’t pressure the lead. Connect with them. They’re more than likely being honest, so be understanding of any difficulties they may be facing.
Busy Leads
While some leads are facing a lack of funds and fewer sales, others are busier than ever! Maybe you ran into this lead who doesn’t have time to schedule a meeting. How do you handle them?
Fortunately, this client may be the best-case scenario during a pandemic. They say they don’t have time, but what they likely mean is they have no time at the current moment.
Schedule a meeting with them in advance, such as the following week. This way, you’re sure to talk to the client at a day and time that suits their busy schedule.
Remote Work
The pandemic is also causing professionals to work from home, including salespeople. While some professionals dream of working remotely, telecommuting does present some challenges. For sales professionals, this includes:
- Working on KRAs (Key Responsibility Areas)
- Staying productive
- Not enjoying remote work (feeling isolated, etc.)
If you want to know how to overcome sales objections in 2021, you’ll want to work with a remote working schedule.
There are many resources to improve sales productivity and to still conquer goals. First, communication is necessary. Use digital communication tools regularly, such as email, as well as conferencing software to discuss core topics such as current numbers and sales goals.
This is also key to staying productive. Establish concrete goals and objectives. This will give sales professionals something to work toward.
At the end of the day, remote work isn’t for everyone. But there’s not much that businesses can do about the lockdown measures that are being implemented in different countries, especially while COVID-19 cases continue to surge.
Whether you’re working remotely or not, continue working toward your goals and warming up leads.
Leads Aren’t Spending Money
This is one of the most common types of sales objections that sales professionals will hear next year.
Even if an individual or business is doing well, they’re reserving their money in case the economy is weak for long periods of time. This is likely an honest response but is also a rejection.
First, be transparent about the price. Get a sense of the lead’s budget. If you can sell the product by stating it’s useful and within their budget, you may attract a sale.
If this doesn’t work, try and re-engage the customer and focus on the value of the product rather than the price. Use this as leverage to make a sale or schedule a meeting.
You can also ask them about their specific situation that pertains to what you’re selling. Find a way that the product can serve as a solution.
Depending on what you’re selling, you can create a custom service. This way, your prospect gets exactly what they need at a price they can afford.
Leads Are Unsure About the Coming Year
2020 set a lot of people back in their professional and personal lives. For others, 2020 impacted their health. This is why many leads are unsure about the coming year.
If this is the case, ask them questions. These questions may include how business is going (if you’re selling in a B2B environment), their spending budget (if they have one), and their main focuses/goals for the coming year.
This way, discussing the uncertainties of the coming year will seem more like a conversation rather than a sales meeting. This may also make your leads more comfortable about making a sale.
Solve Common Sales Objections With Technology
In 2021, most sales professionals will endure many of the same common sales objections. While most of these are related to COVID-19, sales professionals can also become unmotivated while working from home.
As well as the advice mentioned here, sales professionals can use technology to identify quality leads and keep themselves organized. We offer this software so sales professionals can perform all vital tasks on one platform.
Click here to learn about our software and its features.