How to Handle Sales Objections about You and Your Company. Part 1
When we start to interact with new prospects, they maybe lack information about us, our business and our solutions. As the result of this they don’t trust us.
Today I’m going to give you some responses to sales Objections about You and Your Company.
The typical objections are: I’ve never heard of your company, I’ve heard complaints about you from your competitor.
I’ve never heard of your company
The first objection is “I’ve never heard of your company”.
In this case we shall give a value statement to our prospects:
1 – That’s completely valid. We’re a company that provides biometric access solutions for financial institutions like yours. I’d love to speak with you about your security model and see if we can help.
2 – We’re a company that improves close rate for insurance companies like yours. I’d like to ask a few questions to see if we could provide you with some information.
3 – We’re an android solution provider that helps aerospace manufacturers to reduce overheads, and we’ve so far helped Huge Space Limited, Great Space Company, and High Space Corporation improve their production processes and decrease spaceship launching time.
I’ve heard complaints about you from your competitor
The second objection is “I’ve heard complaints about you from your competitor… or company Z”.
In this case we shall establish trust with our prospect like this:
1 – Thank you much for sharing that feedback with me. I will pass it along to our quality department. While we are on the phone, would you be interested in hearing a few tips for expanding your market share?
2 – Thank you much for sharing that feedback with me. I will pass it along to our quality department. While we are on the phone, would you like to hear how we’ve delivery an additional value to our customers by implementing our newest solution?
With the result that, a person or a company who has these characteristics may be ranked as a prospect. So, qualify the prospects properly. And it’s your time great invested.