How to Handle Sales Objections about Product, Need and Fit. Part 2
According to last observing when we avoid qualifying our prospects and jump to give a presentation, objections about our solutions appear at lightning speed.
Today I’m going to give you some responses to sales objections about Product, Need and Fit.
Our heroes are
- I don’t see what your product could do for me
- I don’t understand your product
- Your service is just a fad
I don’t see what your product could do for me
The first objection is “I don’t see what your product could do for me”.
Hearing this objection, we must create a bridge between prospect’s goals and our solution.
1 – As I understand your current goal is to increase the happiness of your robots and our solution will help accurately estimate it and suggest ways to increase it. Let me show you how it works step by step.
2 – If I have understood correctly, you’re facing tremendous downtime of your assembly lines. I’d like to show how our solution can solve your problems.
I don’t understand your product
The Second objection is “I don’t understand your product”.
Hearing this objection, ask yourself whether you properly qualify that prospect. Maybe this is a reason to disqualify them.
If you are sure there are some responses:
1 – Could you please clarify what you mean “I don’t understand your product”?
2 – What aspects of my solution are unclear to you?
3 – When will be a good time for a meeting with our engineers to clear up some aspects of our solution?
Your service is just a fad
The Third objection is “Your service is just a fad”.
There are some responses:
1 – Would you like to hear about how other companies we’ve worked with have implemented this service?
2 – Would you like to hear about how we’ve provided additional value to our customers?
3 – I’d like to present some cases of other companies like yours who work with us.
4 – I’d like to briefly ask a few questions to determine if your company is facing any problems we can solve.
Summary
Now you can handle “I don’t see what your product could do for me”, “I don’t understand your product”, “Your service is just a fad”.
Practice these responses. Come up with your own ones. Identify prospect’s and customer needs. And it’s your time great invested.