When a prospect says they'll think about it, treat it as a buying signal, not a brush-off. Dame and Speaker B show how to ask questions that uncover what they're actually worried about, then offer solutions only when they're ready to hear them.
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You spend hours finding prospects for your sales pitch. You prepare slides, figures, and sell the prospect on the solutions. Your product presents their business. You deliver it to all the right people and you're met with, well, we'll think about it. Hi, I'm Dame from HubSpot Academy. It's rare that a sales pitch ends in an immediate sale. With almost every deal, you will more than likely need to face and overcome objections like we'll think about it. But objections are not really a bad thing.
When a buyer is presenting an objection to you, they're actually telling you they want to buy it, but they're scared there's something that's worrying them. Just think back to even the last time you bought something at a grocery store, I'm sure you've put back items onto the shelf, even if it was a $4 item, because you don't want to spend the money on something you don't need. There's always the thing in the back of your head that's telling you not to spend money.
When a buyer presents an objection, view it as a good thing. They want to buy a solution. They're just trying to convince themselves whether or not this is the way to do it. They want to figure it out. If they didn't, they'd walk away. Objections come in all shapes and sizes, and they vary from prospect to prospect. Budget and timing tend to be among the most common. And in some cases, you might find an objection that's directly related to your competition. So what do top salespeople do when they face these types of objections?
Top salespeople, when they face objections, get excited. They lean in to the situation because they know that they're pretty much there, but they just need to take the other person, put their arm around them, and guide them towards the solution if it's the right fit. A really good salesperson also doesn't push at all or try to get past it. It's something that you actually have to understand more and more, at least on some level. Agree with, even if you disagree with the premise. Agree that there's a fear there that is grounded in something and that you want to understand it, and then get permission to actually take that objection and give them a possible solution to it that they might or might not agree to, and then figure out what happens from there.
When you're presented with an objection like we'll think about it or something else, here are a few steps you should take before moving forward. 1. Lean in. Really listen to what they're saying and view the objection as a positive. 2. Guide your prospect to the solution if it's the right fit. 3. Don't push. 4. Acknowledge the objection, never dismiss it. 5. Try to understand the objection by asking probing questions. 6. Get their permission to present a solution. This might be by asking a simple question or reiterating what they've said. And finally, see what happens. Give your buyer the opportunity to agree or not agree with your solution and take it from there. A common trend among salespeople when they face objections is not focusing on the methods and tactics they use to overcome those objections. It's more the mindset they have going into those objections. Keep in mind that objections should be looked at in a positive light. Your prospect is telling you that they are interested in your product, but there are a few hurdles which, if you can help overcome. They'll likely make a decision to find out how to handle more objections and crush your quota, check out the how to Close a sale lesson that we've put together with the folks at Pandada over at HubSpot Academy. Till next time. And don't forget to hit the subscribe button below for more videos like these.
