Most salespeople are coming up with answers to objections on the fly.
That’s a huge mistake.
What you need is to develop an objection management document.
I’ll share with you how to do that in a few simple steps.
But first let’s look at all the reasons why ”computing” an answer to an objection in real time is a bad idea:
- It’s going to take focus and attention away from the customer while you’re trying to formulate your response.
- Your answer will probably longer than you want because you’re communicating in a stream of consciousness style.
- You’re not going to seem very confident.
- The quality of your answer will heavily depend on your state at the present moment.
So how do you create a great objection management doc?
Here are the 5 simple steps
- Write down the top 25 objections you’re facing in your market.
- Write down the best answers to each objection.
- Limit the answers to a max of 3 sentences.
- Have at least 10 people review the answers with you and give feedback.
- Train your team and yourself to know these answer by heart.
What are the benefits of doing this?
There are many benefits in doing this exercise and creating a objection management doc, but by far the biggest one is the boost in confidence it will give you and your team when delivering the answers.
Here are a few common objections to get you going
- I don’t have time.
- I don’t have money.
- Your product/service is too expensive.
- Please just send me more information.
- We don’t need this.
- [Add more industry/market/product specific objections]
Hope this helps :)