DEALING WITH SALES OBJECTIONS

By | February 19, 2019

Introduction

As any seasoned salesman will tell you, the key to producing sales is overcoming customer’s objections. There are many reasons why customers have objections before they commit to a purchase. The main reason most people don’t buy is because of a natural desire to avoid making commitments or decisions.

Objections are a Good Thing

Many marketers worry about their customer’s objections, but they’re actually a good thing. Salesmen see objections as a positive. If a customer is raising objections and asking questions, it means they’re interested in the product.

If a customer reads your sales copy long enough that their questions are getting answered, that means you’ve gotten their attention. Your chances of making a sale go up substantially if you can overcome their objections.

Now, internet marketers are at a little disadvantage over traditional salesmen because a salesman meets the customer face-to-face and has the opportunity to answer each objection or question that comes up.

Internet marketers rely on sales copy to do their selling for them and so they have to figure out as many possible objections as they can and then provide answers to each one in advance.

Start by Answering Common Objections

There are some common objections that every salesperson will run across. Answer these and you’ll be well on your way. As I mentioned earlier, a common objection is the desire to avoid making decisions.

One way to answer this objection is to create a sense of urgency. If the prospect is worried about losing an opportunity, it may overcome their fear of making decisions.

Another common objection is the customer doesn’t completely understand the product or service. The easiest way to overcome this is to provide an accurate and complete description of your product. One way to do this would be to include links to a frequently asked questions page.

Fear of Change is a Common Objection

Fear of change is another common objection many people have. People get used to doing things a certain way and are naturally concerned that a change may end up being worse.

To overcome this objection, demonstrate how easy to use your product is and how it will save time. If a customer can be convinced that the change will be for the better, the fear of change might disappear.

Customers Need to Trust You and Your Products

Trust is another issue or objection for customers. They need to know that they can trust your company or product. The simplest way to overcome this objection is to offer a money-back guarantee. This eliminates the risk that the customer will lose their money if the product has no value.

The best way for a marketer to figure out customer’s objections is through research. Read customer reviews of your competition’s products. Look for the bad reviews…this is where you can find out whether they got the value they expected.

You can use this information to clarify your sales copy to describe the product more clearly so that your customer’s expectations will be met.

You can Still Call Prospects on the Phone

If it’s at all possible, call prospects and try to sell your high-end products and services over the phone. This way you will learn exactly what questions people will ask before they buy.

Take this information and use it to write sales copy that will answer every objection that you heard.

Read your competition’s sales copy. Use it to find out what objections they’re answering. This will give you an idea about the kinds of questions to answer in your sales copy.

Final Review

Overcoming objections is one of the most powerful ways to turn browsers into buyers. Tap into old-school sales techniques to find and answer every objection your potential customers might have in your website’s sales copy. You’ll be glad you did!

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All the best,

Tom

 

12 thoughts on “DEALING WITH SALES OBJECTIONS

  1. Ann

    I loved your post dealing with objections, basically because we all deal with them whether or not we are sales people. Yes we need to answer objections and as you rightly say at least you get to do this in your sales copy. And knowing that people do not like change we can address this too

    Reply
    1. Tom Post author

      Hi Ann,

      Thanks for your comment.

      Answering objections is a part of everyday life yes, and being able to do this in our sales copy does help with our marketing. You are right.

      Check back over the next few days for further posts and new internet marketing strategies that will help you.

      All the best,

      Tom

      Reply
    1. Tom Post author

      Hi Melvie,

      Thanks for your comment, much appreciated.

      All the best,

      Tom

      Reply
  2. Jagi Randa

    Wow, Tom! You have given me new ideas on how to overcome an objection. I continuously get emails in regards to what I’m endorsing on my site. I now realize it means they are interested in what I’m pitching.

    I’m losing them somewhere in between answering their questions and their hesitation to return to complete the purchase.

    The question they usually ask is how long it will take to make money? My response is it depends on you and how much work you put into whatever you are selling.

    Is there a better way to respond?

    Reply
    1. Tom Post author

      Hi Jagi,

      Thanks for your great comment.

      I think the way you are responding is the right way because it is honest and to the point. People are looking for instant gratification and don’t want to put in the hard work which is required to make this a viable business.

      In future I would still tell people the truth but give them some of your own experiences and how you overcame challenges. Or if you’re still quite new then speak to one of us at WA and leverage their experience.

      Hope that helps. Do come back and check out future posts as there are more internet marketing strategies coming that will help you further.

      All the best,

      Tom

      Reply
  3. Steven Rinker

    Hey Tom!

    Great article! I think it’s important to remind ourselves that no matter what our niche is and what we believe that we are SALES PEOPLE and MARKETERS first! If we are to stay in business for the long run, taking the lessons you have laid out here is imperative.

    Thanks again for the great read. I have bookmarked for future reference!

    Steve

    Reply
    1. Tom Post author

      Hi Steve,

      Thanks for your comment and thanks for bookmarking.

      Sales people and Marketers is definitely what we are. In all walks of life we are always selling. Ourselves, ideas, innovations, products, whatever it is we are always selling, and that is a great thing.

      Good luck with implementing what I’ve recommended and if you have any issues or questions then don’t hesitate to contact me.

      All the best,

      Tom

      Reply
  4. Todd P Matthews

    Something that always kept me from reaching my full potential during my personal training days were failure to overcome sales objections. Instead, I always banked on a customer being ready to purchase training, which rarely happens in the fitness field.

    Cost, fear of decision making, and definitely fear of change, along with uncertainty that the product or service might not work for them (corporate fitness centers have inflated training prices while devaluing them like none other), make personal training a tough sell.

    Reading this article, I’ve come to find that sales objections mean interest, and not skepticism or lack of interest as I once thought. My goal is to return to the training industry but with a stronger background from the sales portion.

    Reply
    1. Tom Post author

      Hi Todd,

      Thanks for your comment.

      Great attitude to have when returning to the training industry. Turn the mindset around from a negative to a positive when it comes to sales objections.

      Let me know how you get on when using sales objections to help you.

      If you have any issues or need help then please don’t hesitate to ask.

      All the best,

      Tom

      Reply
  5. Claude Langlais

    Thank you for your review. I retain one of your solutions; to build a frequently asked questions post, great idea. I also like your way to invite us to your Facebook and YouTube channel, well done!
    Very clean site easy to follow. Congratulations.

    Reply
    1. Tom Post author

      Hi Claude,

      Thanks you for your comment and very kind words of encouragement, I really appreciate it.

      Great that you are going to implement one of the recommendations. Let me know how you get on with it.

      If you need any help or have any questions then feel free to get back in touch with me.

      All the best,

      Tom

      Reply

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