Aug

02

2016

Author
Lori Meloche
Categories
B2B sales tips

There is no denying it: Prospecting as part of marketing B2B services is hard — especially when you are trying to pitch a sale to a prospect and he or she is full of objections. However, your B2B sales objections don’t have to be a challenge. They can be an opportunity, helping you give a more convincing sales pitch, engage better with potential customers, and, ultimately, close more deals. The key is in understanding how to handle sales objections when marketing B2B services. Luckily, we’re here to break it down for you with these B2B sales tips.

  1. I’m not interested. This is without a doubt one of the most common B2B sales objections. The key to properly handling this objection is to first empathize with the customer. Make sure you let the customer know that you understand where he or she is coming from and that you’re on his or her side. Once you’ve done that, share additional information with the customer to arouse curiosity.
  1. Call me back in six months. Of course, customers are busy, and they don’t always have the time to engage with you. However, it is unlikely that you will ever find the perfect time to call a prospect. If a customer brushes you off by telling you to call back in six months, briefly explain why it’s best for him or her to consider your product or service now as opposed to later.
  1. Your product is too pricey. When a prospect claims that your product or service is too costly, it isn’t always just about the price. The real issue is that you haven’t established enough value to justify the price. Take this opportunity to explain the value of what you’re selling.
  1. We already work with a competitor. You probably have a few competitors who sell the products and services that you also sell, so it makes sense that some customers in your market would be using competitors. However, that isn’t to say that customers would never consider switching to you if they were unsatisfied with the competitor’s product or service or if they needed to supplement the competitor’s product or service. Make it clear that you don’t have anything against your competitor but that you would like to take this opportunity to explain how your company is unique and how you have been able to provide additional value to your customers.
  1. Just send me some information. When a customer doesn’t have the time or simply doesn’t want to engage with you in conversation, he or she will try to find a way to brush you off. One of the ways a customer might do this is by asking you to send the information right off the bat, before you’ve even had a chance to explain who you are and what it is you offer and deliver your value proposition. The best thing to do here is to ask the customer for just 30 seconds so that you can explain what you’re offering so that he or she can then decide whether it is worth following up on.

The bottom line is that B2B sales objections don’t have to be a setback to your sales strategy. When you understand how to handle B2B sales objections the right way, you can seize these moments to advance the sales process and close more deals. And remember, if you need any more B2B sales tips, don’t hesitate to

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