5 Strategies for handling objections in a global sales market
Reading time: 4 min.
1. Research your market

1.1 Be sincere in your efforts to understand your customer and help him. Focus on customer key goals and pain points and create solutions that deliver maximum value.

1.2 Segmentation can be a good help in this task. This allows you to identify patterns, recurring goals, pain points and problems that you can solve more and more effectively each time.

1.3 Take into account the cultural characteristics and mentality of your customers, treat them with great respect, care and kindness.

2. Listen actively and empathize

2.1 Talk less, listen more. Don’t be intrusive and annoying, don’t grab your customer as a last chance, create a respectful, comfortable environment for partner dialogue.

2.2 Receive with great gratitude the objections and feedback that the customer gives you. Don't take this as personal criticism or grievances, but as an opportunity to become better - understand the customer better - build segments better - and provide more value.

3. Reframe and overcome

3.1 The main task at the dialogue stage is to show that you are solving the same problems, you are not rivals, but allies. Be calm, respectful and self-sufficient, confidently constructing dialogue as an expert, not as a beginner.

3.2 Often objections arise due to lack of trust, lack of information, etc. Be sincere in conveying your vision of solving the client's problems, do not manipulate the wording, focus on the filling, not the wrapper.

4. Follow up and close

4.1 Finding the balance between providing enough value without being too intrusive are skills that take years to train; like other skills, they are developed with practice.

4.2 Organize your follow-up process in a natural and organic format. Remember that your guiding star is the client's goals and pain points. Focus not on how to close the deal faster, but on how to best solve the client's problem.

5. Handle rejection gracefully

5.1 Not everything always happens the way we want and think is right. This also applies to rejections during sales. However, there are a number of situations when a prospect, after refusing, after some time, returns on his own and enters into a contract with you.

5.2 How to increase the likelihood of such a situation? Be sincerely grateful for the rejection, smile, show understanding and care, do not take rejection as an insult, tragedy and the end of your career - remember that you are a self-confident expert who did everything he could; just because a prospect doesn't buy now doesn't mean they won't buy in the future.

Key points

1. Focus on clients' goals and pain points, not objections.

2. You can change the wrapper as much as you like, but that doesn’t stop it from being a wrapper; if you focus on the filling (the client's goals and pain points), then you are building your house on a solid foundation.

3. Relationships are what matter. Be honest, don’t try to profit from the prospect’s problem, focus on helping - and then, even if you are rejected now, there is a chance that the prospect will come to you on their own in the future.

Good luck!
Methodologist of Guidbase
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