Last week, I talked about dealing with sales objections, one of the most requested topics by the various customer teams we passed.
It is almost always at this point that the inexperienced salesperson stops or responds poorly, losing the opportunity. This type of situation is due to several reasons:
- Not knowing the product that sells in depth;
- Not understanding the reality of the lead;
- Not having presented the value correctly;
- Not having a customized speech according to the lead’s needs, among others.
If we look at all of the above reasons, one word repeats itself: “No!” The number of objections you receive is directly related to what you fail to do.
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- Outbound Sales vs. Inbound Sales
- Top 3 Objections in Outbound Sales
Outbound Sales vs. Inbound Sales
Most Inbound experts claim that the passive prospecting process is superior to Outbound for that very reason.
While Outbound sales teams face objections throughout the day, serving qualified Inbound leads clears doubts and helps the customer choose the best plan possible.
Much easier, isn’t it? After all, the lead arrives qualified, without so many objections, already seeing value in your solution, and your team’s job is just not to leave money on the table during the negotiation. Right? WRONG!
While the Inbound Marketing team spends 3000 people in its content funnel, the Outbound team is prospecting less than ⅓ of that number.
Even so, there is a clear advantage to the Outbound process: you are in control of the situation.
If a lead gets a call from your salesperson and raises an objection, you’re still fully able to handle the objections throughout the conversation, generate rapport, and convert that account.
In Inbound, if a lead has a moderate objection, the tendency is not for him to contact your team, but for him to give up.
Or do you think he’s going to keep reading your blog until he finds the answer to that objection?
In other words, Inbound leads are only actually engaged at the end of the education process. In the meantime, any barrier can be a great wall and you will miss many opportunities before you even make contact with them.
Meanwhile, in an Outbound Sales team, it is possible to take control of the situation, remove all doubts from the lead, overcome obstacles and continue to evolve the contact in your sales funnel.
How to do this?
The best way to have an effective Outbound Sales process and break down barriers during negotiations is through a qualification matrix.
However, there are three very common objections, which are repeated in any situation, regardless of the solution presented by the seller.
Let’s go through them here, after all, your team needs, at least, to know good answers for each one of them!
Top 3 Objections in Outbound Sales
1. “I don’t have time right now”
As with the sentence above, all three main objections that we are going to present here have already been heard at least hundreds of times by a commercial professional with more than a few months of experience and a structured cadence flow.
In general, leads are like women in a club. If they aren’t interested, they tend to be very direct and save you time. However, just a few seconds is not enough for you to sell yourself, am I right?
So make it clear that you will take little time from him.
“No problem. When can we talk for just 2 minutes? I want to understand if we can align our business before it needs more time, so it should be really fast.”
Make it clear how much time you need, it’s what will make the lead change his mind, after all, it’s better to dedicate a few minutes now than schedule a new conversation with this objective, right?
Often, your contact will immediately change posture and engage in a conversation: your cue to qualify and demonstrate value.
2. Could you email me the information?
Another classic. Whenever you call and the person claims they don’t have the time but don’t want to be direct, they make the excuse that they expect an email before a conversation.
After all, she seems to be more efficient by asking for advance information before engaging in a conversation, doesn’t she? In Brazil, it is even more common for professionals to ask for a presentation of their business, after all, they don’t know you and want to know more (or not) about what you do.
If you track engagement metrics on submitted presentations, you’ll find they’re almost nil. Nobody wants to spend 5-10 minutes looking at slides that should be presented by someone and not just read.
So, your best chance is just to get into the game: say you want to send the right information, customize it according to your contact’s needs.
“Prospect: Could you email me/slide the info before we talk?
Sales Rep: Absolutely! For me to forward the correct information, could you tell me if…”
Simple! You’re not arguing about whether to forward or not, just helping the prospect save time.
Through this sentence, you can ask at least two qualifying questions and start engaging the prospect, who should let their guard down a bit throughout the negotiation.
If you can actually start the qualification process, you may not even need the email or presentation anymore 😉
3. I don’t have a budget/money anymore this year
This type of response is very common, especially in the first or second quarter of the year, when budgets have been closed and it is more difficult to struggle to make them more flexible, as it is not clear whether the goals will actually be achieved.
In general, there are two situations where your prospect may be interested in fighting for you internally:
- He won’t hit goals and he needs all the help he needs;
- The goals are already close to being met and he plans the next steps or is after that big bonus.
At the same time, this objection is just a smokescreen, used to refuse your offer even before you hear it.
Therefore, pay attention to the following points:
- Did the objection appear before or after you submitted a proposal?
- Has the lead already seen real value in your solution?
- What is the purpose of your lead? And what is the biggest problem he must face to get there?
If you have the answer to all these questions, you can define how to act.
Just in case the interlocutor presents an apology, your best alternative is to demonstrate the value of the solution.
I’ve seen some sellers being very direct and using statements like:
“But I haven’t even submitted our proposal yet, how can you know you can’t pay us?”
If there’s a congruence between your posture and a fine touch of ease in saying it, it works fine. For the more formal, it is worth the:
“I heard this from the last two clients who closed with me this week. All I asked of them was just 3 minutes for me to understand the real scenario they were going through and then present how we could help them. Do I get the same from you?”
If you qualify the lead and understand its situation through GPCT, it will be even easier to demonstrate the right value and convert it.