Sales Tip 1830: Objection Turning Hesitation into Commitment - Meshell Baker

Objections are not roadblocks; they’re stepping stones to deeper understanding and trust.” – Meshell Baker in today’s Tip 1830

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:

Meshell Baker: Imagine this. You’ve just delivered a compelling pitch. Your prospects seem so engaged they’re nodding along and then just as you move into close, they hit you with I need to think about it. Man, this is a phrase that can deflate even the most seasoned salesperson. But what if I told you this objection is actually an opportunity in disguise? Today I’m going to be talking about transforming that hesitation into action. And if you follow me, you know I do this with three key takeaways and one immediately implementable technique. Number one Understand the real reason. When a prospect says they need time to think, it often hides their deeper concerns and masks deeper hesitation, be it about the price or value or trust.

And according to HubSpot, acknowledging the objection and exploring the root cause is crucial and your job is to uncover these underlying issues through thoughtful questions. Number two Research from Gungayo reveals that top performing sales reps pause five times longer than their peers after hearing an objection. You see, this deliberate pause demonstrates patience and allows the prospect to elaborate on their concerns after the pause. Then you show your prospect how your product or service will solve their problems, using case studies or testimonials to illustrate the success that resonates with their situation. Number three Set a follow up date. Don’t let the conversation hang. Propose a specific time to reconnect, ensuring you stay on their radar and keep the momentum going. Follow up with a clear agenda for your next conversation, highlighting the key points you want to discuss.

You see, this approach not only reinforces your commitment, it also helps the prospect to feel valued and engaged in the prospect. Now did you know? According to research by HubSpot, 44% of salespeople give up after one follow up. That’s 44% of salespeople give up AFTER one follow up. But it typically takes five 1, 2, 3, 4, 5 follow ups to convert a lead into a customer. And in a study by Web Strategies Inc. They found that when salespeople effectively handle objections and satisfy buyer concerns, their success rate increases 64%. These statistics are highlighting the importance of your persistence and your strategic follow up in overcoming the buyer’s objections. Now what can you immediately implement the next time you encounter that phrase? I need to think about it.

Respond with empathy and curiosity. Ask open ended questions like what specific aspects are you uncertain about? Or can you share what information you need to make your decision. This approach will not only show that you care, it also helps clarify the buyer’s hesitations, allowing you to address them directly. Remember, objections are not roadblocks. They’re stepping stones to deeper understanding and trust. When you understand your prospect’s true concerns and demonstrate the value of your solution and commit to follow up, you will transform hesitation into enthusiasm. And in the words of a quote by Nora Roberts, a best selling American author, if you don’t ask, the answer is always no. Have a great day.Selling

Scott Ingram: For links to connect with Meshell, just click over to DailySales.Tips/1830. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!