If your business operates in the B2B world, you’ll have heard the word “no” more than you’d ever like to during your career. Of course, “no” is almost never a hard objection; just a sign that your prospect isn’t quite ready to take the plunge with your service.
At the start, potential clients are concerned about the product, service or even the way it’s being presented. An experienced salesperson understands this, and is constantly tweaking their pitch to help push the product forward as best as they can. In all these circumstances, it pays to understand why the prospect doesn’t want to move forward – and help them feel more confident in doing so.
For the good salesperson, asking the right questions in the first place is a priority. By the time they get to the close, they understand enough about what the prospect needs; dealing with any objections they may have too. Sales qualification is a hugely powerful tool, taking some time to understand your prospects pains, fears and wishes – before you even get to the crunch!
For companies who seem to be getting nowhere, here’s our guide to objections no company should receive. If you’re still getting these, you need to tweak your sales processes.
- “We can’t afford it.”
As always, pricing is a common theme you’ll need to deal with in order to close a deal. According to experts, the ideal time to mention pricing, is about 10 – 15 minutes into a sales call – or about 60% of the way through. They also discovered that pricing should be touched upon 3 to 4 times during an average sales call.
- “I need to consult my boss.”
At first glance, this can appear like the perfect objection; however, in the B2B world, purchasing decisions are rarely the product of one persons work. The average number of people involved in decision making within a business has climbed steadily over the years – to about 8 in 2018. Frequently, these 8 people can come from all areas of a business – with different roles and levels to boot.
What this means in reality, is that “I need to consult my boss”, is more of an opportunity to discover the real decision makers within a business. You can easily role this into your early questioning to discover who the key players are – ensuring that the later stages of your discusion are with those who genuinely can close the deal for you.
- “I’m happy with things the way they are.”
Sometimes, this is used as a blanket “cover all” objection to avoid dealing with you outright – due to budget, authority or percieved need. This isn’t always true though, sometimes pointing towards a message that doesn’t really ring true with your client base. One of the most important things to have in B2B marketing, is a solid overview of the issues affecting your clients, and what steps could be taken to make your product serve those needs.
Sometimes, your product may actually be the perfect solution to your cients needs; however, if the sales message doesn’t accurately reflect this, your prospects may never realise how much they could benefit. How do you discover this? It’s easy, you just need to ask the right questions, and ensure that you’re collecting that data so you can draw inferences – tweaking your pitch and product ver time.
Are You Talking to the Right People?
By using the tips above, and also thinking about how your clients interact with your business, you can make huge improvements to your sale conversions. If you’re considering making your first moves into the B2B world and need a dialler you can trust – give Blue Telecoms a call today.