The objection is every salesperson’s nightmare.
They always appear during the sales process and it is a great advantage to know how to overcome them effectively.
If you are a salesperson who sleeps every day thinking about how to overcome a possible objection to sell better the next day, we will help you.
Let’s talk about the 4 main objections in the prospecting phase and how to overcome them with the help of sales team of blue world city Islamabad . Come on?
Table Of Contents
Hey guys, another Flipchart Friday and today we’re going to talk about the nightmare of sellers and SDRs, the sales objections.
Unlike Flipchart Friday #20 which is about building a matrix of objections and planning for them, today I’m going to talk practically about how you can override the most common objections in prospecting.
Sell time and not your solution!
One thing you need to realize, SDR, is that at the end of the day you’re not selling your solution, you’re selling time. Keep reading this article to find out how Sky Marketing works out these problems!
Sounds curious, doesn’t it?
Your currency in this first moment is the interest of the lead, it is the time he will have to invest in listening to you so that you can qualify him and show him the depth of the problem.
At the end, you will pass the ball to your closer, who is responsible for closing the sale.
So, rather than worrying about talking about the solution or trying to arouse as much interest as possible from the lead, buy his time.
Make sure he has a next move scheduled with you and make sure you’ve successfully connected with him.
Objection #1: Send more information
So let’s go to the first objection and probably the biggest blowout in sales:
Send more information.
The big point about overcoming this objection is understanding who is the lead who really wants more information and who is the lead who just wants to dump you but is willing to do it in a polite way.
This is very common in the Brazilian market!
What do I do when a lead asks me for more information? I ask 3 quick questions:
- What would you like to receive?
Let’s take a practical example of a positive dialogue:
Lead: Send more information.
SDR: Great, yes, with the greatest pleasure. What would you like to receive exactly?
Lead: I would like to receive more information about new methods of prospecting and demand generation.
SDR: Perfect! When would you like to receive?
Lead: By the end of the day tomorrow, will that be it?
SDR: Could be, perfect. But why do you want to receive this specific content?
Lead: Because we are really interested in thinking about new methods for generating demand and we are already thinking about evaluating some solutions.
SDR: Great, I’ll send this information by the end of the day and by Friday I’ll get feedback from you, does it make sense?
Here I managed to pre-qualify the lead, I managed to arouse interest in it, I will send content to qualify it a little more and I have a next step scheduled.
This scenario is different from when the lead responds:
SDR: What would you like to receive?
Lead: Oh, anything, some content from you.
SDR: Our content? We have over 500 blog posts on my blog. I can fill your inbox with content. When would you like to receive this content?
Lead: When it’s easier for you.
SDR: Got it. Why would you like to receive this content?
Lead: Actually, we’re a bit rushed here, I don’t think it’s the time.
Excellent! I played my good role as SDR and disqualified a lead that was simply not interested. I didn’t waste my time sending content to him.
Objection #2: I don’t have time
Time is simply a matter of priority. People have time and time is the same for everyone. And the salespeople at captal smart city islamabad make sure to give as much time to their clients.
When the lead says they don’t have time, the first diagnosis you have to make is that you’re not arousing enough interest, either by cold mail or cold calling.
What’s the point here? It’s trying to review whether it’s really not a priority for the lead to talk about it.
SDR: I understand you are super out of time, after all, you are the CEO. But, I wanted to have a 5-minute chat just to understand if generating demand and generating value for leads is a priority for you today.
If not, great, I’ll stop bothering you.
So this is basically a very simple and objective alignment you have to have with the lead. He has time, he just doesn’t have priority.
Objection #3: I’m already with your competitor
That’s a good objection.
That means your business intelligence has generated good lists. You are prospecting for the right lead because it already uses your competitor.
A big point here is for you to think about the positioning of what your solution is and how you differentiate yourself.
But, more than that, your conversation with the lead will be much more relevant:
SDR: Since you are a customer of my competitor, I believe I can generate even more value for you and I think our conversation will be even better because you already have a sense of what I want to talk about.
Even more than that, social proof:
SDR: I understand that you are a client of our competitor and even our client X, who was also his client, when he started with us, he doubled the number of results.
Don’t you think it’s worth having a chat just so I can understand exactly how you’re using the solution?
If he uses your competitor he is a good lead, turn this deal!
Objection #4: I don’t have a budget
SDR: Lead, how come you don’t have a budget if I’m prospecting you and I haven’t even talked to you about values?
Like time, budget is a matter of priority.
The company has resources and allocates them where it thinks it is really necessary, where it sees it will have a return on investment.
So, the objection of not having a budget is once again the lead wanting to let you go.
Here you enter trying to understand what is the investment priority for him today.
SDR: Look, I understand that you don’t have a budget, I think my conversation was to give some suggestions, generate value for you and talk about your problem. Suddenly, further on, we can move towards a partnership.
Your goal here, when the lead says they have no budget, is to try to connect:
SDR: Lead, let me connect with you, I’m not selling you anything right now, I just want to buy your time.
So, this objection doesn’t mean that the lead doesn’t have a budget, it means that he wants to let you go. You have to arouse curiosity and interest in him.
#Bonus: The last card
Other objections will arise along the way.
By email, for example, you’ll have a series of objections that might pop up, but you can turn a no by email into a yes.
I think these 4 we talked about here are the most important and you need to master. But, I’m going to give you a bonus I call the last card.
You tried to turn the lead over these objections, but he still doesn’t want to talk to you. What you can do is be a little more aggressive as a salesperson:
SDR: Look Lead, the last 5 people I talked to told me exactly what you said. In a 5-minute conversation I managed to prove the value of my solution and generated very valuable insights.
Are you sure you don’t want to talk to me, 5 to 15 minutes max?
Here you are making an all in poker, this is your last card to talk to the lead. Of course you will also be taking social testing.
That’s too much of a salesman, that’s The Wolf of Wall Street. I don’t recommend doing this right away, because it means you’re not understanding the lead and not trying to break the objection.
This one is really your last move, your last resort. However, it is always worth trying because we need to squeeze these oranges.
Conclusion: the main objections in prospecting
Did you understand a little more about objections? They will come and you need to prepare for them.
Download our objection matrix to prepare you better, study and role play how to get past them. I’m sure it will happen to you.