How to Overcome Common Sales Objections and Turn No into Yes

In any business that we must apply sales of one or more services/products it is very common to receive negative answers from clients, in this blog we will study the possible reasons why we receive a no as an answer and in the same way we will also see what are some tips that we can apply in our business to change a no for a yes from our clients.

Common sales objections that sales representatives face

As mentioned above it is very common for a sales representative to receive a no as an answer, it is not always the way that the person present the sale, there are many other factors that are involved in the process, these elements must be known by the sales representative to know how to handle them and how to make them work in their favor.

Here are some examples of reasons why a prospect might say “no”:

• Price: Price is one of the main reasons why a prospect shows a negative, in a company it is important to know the prices of the market, to identify what would be an accessible option that fits in or provides benefits over what the others are offering.
• Timing: Studying the environment to know when to offer a service is of utmost importance as this will define the response of our prospect. Clearly if we receive a “no” from the prospect, due to a lack of budget for example, a solution would be to ask what the available budget is or when would be a good time to contact them to obtain our services.
• Competition: Studying the competition is a factor that should always be taken into consideration in any business, we must always study what they offer, how they offer it, what are their benefits or solutions, and what we can provide that is different from them.

How can a Sales Representative turn a No into a Yes

As a sales rep you can follow some steps or tips on how to modify your scripts to turn your prospect’s “no’s” into definite “yes’s” that will help your business grow:

• Listen Actively: Listen carefully to your prospects, to their concerns, to what they are looking for, to the reason why they are objecting to our proposal.
• Empathize and Validate: Once you have listened and understood the objections, you can show empathy, acknowledge and validate your prospect feelings, with this they will feel that you are not just pushing for the sale the sale.
• Reframe the Objection as an Opportunity: You can turn an objection into an opportunity, but, how? Well, it’s easy, you will use this opportunity to highlight all the unique benefits that your service has in comparison with others.
• Offer Social Proof or Case Studies: Share relevant testimonials and stories with other clients to demonstrate that your services have offered actual solutions for them, this build trust and credibility.
• Be Ready to Handle Multiple Objections: The key is to take each objection one at a time and address them without becoming overwhelmed or defensive. And use the “feel, felt, found” method, here is an example:

– Feel: “I understand how you feel…”

– Felt: “Other clients have felt the same way…”

– Found: “What they found, however, is that…”

• Know When to Back Off: Sometimes the best you can do is to leave the conversation on a positive note with a door open for future discussions and not pressuring someone onto a decision.

Remember that in any business when offering any service not all our responses are going to be positive, there may be many “no’s” along the way and it may be a journey in which we must be patient. However, if you are looking to hire a sales representative or a sales specialist for your business, Remote Scouts is your best option, where we offer the perfect match for you.