How to effectively handle customer objections

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Another common mistake is the manager's inability to respond effectively to customer objections. Salespeople may not be ready for a constructive dialogue with the client and do not have adequate arguments to refute objections. And here it is important to understand that this problem follows from the first one - insufficient attention to the client and his needs. Therefore, instead of a dialogue with the client, the manager goes into a monologue and misses the meaning and details of the interlocutor's objections.

For example, a client says, "It's too expensive for us," and the sales manager responds with memorized phrases from the presentation, without taking into account the problems and pain of the interlocutor and does not use the client's vocabulary. As a result, the client refuses the deal already at this stage and often leaves altogether.

A study conducted by Gong showed that sales bolivia mobile database managers who do not get flustered when they hear customer objections, but ask clarifying questions, successfully close deals. Sales leaders ask questions in 54.3% of cases, and their less successful colleagues only in 31% of cases.

3. Create a strategy for successfully handling objections
The lack of an effective objection handling system can also lead to the loss of leads. Managers do not have a clear plan and algorithms for actions when typical objections arise from clients, which makes their reaction inadequate and ineffective. The source of the problem is that companies do not work on mistakes and train employees to work with client objections. This leads to the fact that managers do not know how to adequately respond to objections and convince clients of the value of the product.