5 tips for overcoming customer objections to sell more

During the customer's purchasing journey, it is expected that the buyer will question the benefits of your product or service. That is why it is so important to have strategies to overcome purchase objections to convince the customer to close the deal.

However, it is worth remembering that if you want to convince the customer to make a purchase from you, your competitor has the same goal. And, in a digitalized world, the consumer has more opportunity to research prices and options.

In this scenario, competition is not just on the same street, but all over the internet. Therefore, to stand out it is essential to have a good online presence and competitive advantages.

In this article, we have prepared 5 tips to overcome customer objections and close the deal.

1.    Identify the reasons before breaking the objection

If you’ve been in the sales industry for a while, you’ll know that buyers often come to your company without knowing exactly what they want. Or worse: they want a solution that isn’t exactly the best fit for their problem.

When this happens, your role as a salesperson is not to offer dozens of options and wait for the customer to make a decision. Remember that you must assume that the customer is more likely to not close the deal than to close it.

Therefore, identify the buyer's problem and be sure to listen before offering the product that best suits the need presented.

Don’t be afraid to ask questions! That way, you’ll have a better chance of understanding your client and generating good proposals.

This way, you will understand whether the consumer's objection has to do with price, durability, lack of trust in your company, whether it is not the priority at that moment, whether the customer is not responsible for making this decision. etc.

Consumer research

Another great tip to help you improve your future sales is to ask those who have already closed a deal with you why they chose you and if there was anything that left them in doubt when making the purchase.

This way, you can understand your advantages and areas for improvement. But don't forget to save and write down this information so you can refer back to it.

Understand the objection

You know that customer who is thinking about it and will get back to you? Don't let them leave without first understanding what is affecting their decision-making.

Be kind and ask: “Can I ask what is making you unsure about the purchase?”

This way, even if the deal doesn't close, you'll have a clue on how to anticipate and overcome the purchase objection before it even arises.

2.    Understand your customer's profile to overcome objections

There are those who prefer cheaper solutions, others insist on buying the best product available on the market and others are looking for value for money.

But the fact is: if you try to sell the best product to those who want a low price, or the cheapest option to those who want value for money, the chances of failing the sale are high.

Therefore, it is essential to understand each customer's profile and demonstrate why you are suggesting a certain product to them.

Show that you have the solution to the customer's pain

By identifying the profile of your potential buyer, invest in showing them not only the qualities and attributes of the product, but also how it can solve the customer's problem.

To do this, you can even compare the ideal product for him with another product that does not fit his profile. This way, he will have a visual sample of how the solution you are offering is advantageous.

An example of how this works are snack bars that sell small, medium and large drinks for 12, 14 and 16 reais. Thanks to the possibility of comparing such similar prices, the buyer has the perception that taking the larger size is more advantageous.

3. Overcome objections by offering competitive advantages

Now that you have identified the main objections that appear in your customer's purchasing journey, it's time to work on them.

So, to convince your customer once and for all, you need to leave room in your business or product to create competitive advantages.

In other words, have a value that allows you to create discounts, offer promotions and gifts. Some differentials that can make you stand out are:

Longer warranty period

If you work with machinery, installations or even sell electronic products, offering a warranty period is a good option to give your customer confidence.                                                   

Gifts and courtesies

In some cases, offering guarantees is not an option. When you reach the maximum discount, a good competitive advantage that can make the consumer choose you over the competition is to offer freebies.

Dealers can offer the first oil change for free. In the case of digital products, one option is to offer a more premium product for the mid-range price, a free trial month, and discounts on the next purchase are also good options. Study your business and look for strategies to please the consumer.

4. Don't try to sell at any cost

There is nothing worse for a customer than feeling like the salesperson is trying to push any product to meet their target.

When overcoming purchase objections, be subtle and be genuinely concerned with solving the customer's pain more than making the sale.

So, don't be afraid, for example, to sell a simpler and cheaper product if you see that this is what the customer wants.

Because, with service focused on a good purchasing journey, the chances of building customer loyalty and bringing them in to close future deals are greater.

5. Be proactive and build trust

And to close the 5 tips on how to overcome purchase objections, here is the final strategy. Now that you know the importance of identifying the most frequent reasons for objections in your business, you have identified your customer profile, you have created ideas to generate competitive potential and you already know how to identify the customer's pain, it's time to get ahead!

Therefore, in the previous topics we suggest that you have recorded the main reasons that lead the customer to buy and those that leave doubts about closing the deal.

With this information in hand, you can give the right arguments to overcome the purchase objection before the customer thinks about it.

For example, if you have identified that the main factor that leaves your customer indecisive is the high cost, when someone comes to buy, show options with a higher value compared to others with a better cost-benefit.

This way, the customer will have a comparison reference to perceive that the product with the best cost-benefit is cheaper.

Bonus tip: build trust to break objections

But, as we always say here at Beatz, no one buys from someone they don't trust. And a lack of trust in your brand or product is one of the main objections to buying.

That's why we've developed a method to add trust to your brand. We've named this methodology Trust Marketing.

Thanks to this method, businesses are able to strengthen their brand to the point where they become an object of desire for buyers.

Realizing this difficulty, we compiled all this knowledge into a complete course with short, quick and practical classes, without any fuss!

Find out more about the Trust Marketing method here.

And for more unmissable tips for generating good business, follow Beatz on social media. We are on LinkedIn, Instagram, Facebook, YouTube, Spotify and right here in the blog.