How to prepare responses to objections and configure them in Salesdeck?
In this article, discover how to build and prepare responses to objections. You will also discover how to set them up in Salesdeck and play the associated cards. You will also find the response to the most common objections at the end of the article.
Objections can appear at any time during the sales process: qualification, value proposition, or closing. To master these steps, discover our Q2C Selling method that allows you to build a framework throughout your sales process through conversations.
Q2C Selling is a method to better prepare for your meetings, master your sales cycle and sell more and faster. To discover more about conversations and their successful implementation, we invite you to download an extract from our book Q2C Selling, written by Gabriel Dabi Schwebel and Nicolas Delignières.
Why are objections necessary?
Sales processes without objections rarely have a good chance of success. A prospect committed to choosing a product or service will have objections; this is normal proof that the project will succeed and not sink to inaction.
Beyond being proof of commitment, objections are powerful clues about what is important to your prospect. Most of the time, you will have elements to reassure them and overcome their objections, but you need to bring them to the surface, which is the main issue.
Prepare and co-construct responses to objections.
It is essential to prepare the handling of objections in advance. Bring all the salespeople together to think about these questions in a collective intelligence way. Think about the most frequent objections that your prospects and customers make. You can then collectively think about the best answers to these objections.
To help you come up with objections and answers, you can use a role-playing exercise. Divide the group in two. The first group lists your offer’s qualities, strengths, and key success factors of your company. On the other hand, the second group lists the weaknesses, the flaws, and the elements of failure.
Now that you have identified the most common objections and prepared the appropriate responses based on your offer and qualities, you can set up and customize your deck. In Salesdeck, you can create a subject card for each objection and mark the predefined responses. There is no need to memorize scripts; instead, you play them whenever the situation calls for it.
Dealing with objections with the CRAC method
You’ve identified the best answers for handling objections; now, you need to work on your soft skills. Discover how to handle objections in 4 steps with the CRAC method. This method is straightforward; it is an acronym for dig, rephrase, argue and control.
One objection can hide another. It would be best to dig deeper into the objection to be sure you have identified the source. Don’t be in an immediate response, nor on the defensive. Your prospect is right to have questions, and you must identify them.
To make sure you understand the objection and demonstrate your seriousness in dealing with it, you must rephrase your prospect’s objection. Have your prospect validate that your rephrasing is good and that you have understood his concern.
Now you can answer the objection and argue to deal with it. You can use the CAP (characteristic, advantage, proof) method to effectively present your arguments, which have been built and configured in Sales Deck.
Never assume that an objection will be handled correctly. Your prospect must confirm that the objection has been overcome and until they have done so, you should not consider yourself successful. Repeat the cycle until each objection is resolved.
The most classic objections
“The solution of one of your competitors seems preferable to me.”
To answer objections concerning your competitors, you need to know them well (offer, strengths, and weaknesses). Ask your prospect what he likes about your competitor. Lean on your competitive advantages and prove to your customer that your offer is better adapted to his needs.
“Your solution is too expensive.”
Price-related objections are the most common. One solution is to increase the perceived value of your offer by proving its quality, usefulness, performance, or long-term profitability. Avoid giving a discount as much as possible.
” I need to think “
Thinking objections can be complicated to handle. You don’t want to put your customer off by making them feel pressured or pressured. Ask questions to identify their fears and sticking points so that you can provide them with adequate answers.
“The quality does not convince me of your offer.”
You have to convince him according to his doubts and expectations. Don’t hesitate to highlight all the certifications, guarantees, or other documents that attest to the seriousness of your product or service. In b2b, quote your most prestigious customer references! State a customer case close to your prospect’s (size, sector, problematic…) and show him that there were no integration problems and that the collaboration was successful.
“My colleague will surely not agree with your solution.”
Set up a meeting with the secondary decision-makers. Don’t hesitate to ask your prospect to set up this meeting. You will have to go through the sales process with them again. This will allow you to discover their sticking points and motivations during the qualification phase and adapt your value proposition.
“I have doubts about the security of your solution and its technical installation.”
Suggest another meeting with a key employee who can reassure your prospect on specific questions. The customer success manager: to strengthen the link with your company. A member of the technical team: to reassure them about possible implementation difficulties. One of the executives: to give the prospect value.
“I have had negative feedback on your offer/company.”
Be open and thank the prospect for having informed you. Try to find out more about the criticism they have heard. You can then counter-argue according to the nature of the criticism. If your offer has evolved or improved recently, don’t hesitate to inform them and prove that the company has corrected the situation!