Sales: Overcoming Objections

One of the most challenging parts of a sales call is overcoming the many objections that the shipper may come up with to avoid showing interest or committing to your sales pitch. Look at these objections as an opportunity to close the deal. Think about it this way: if the shipper didn’t have any objections and just hung up, you wouldn’t have any chance of getting the deal.

Here are some of the common objections and techniques for overcoming them:

  1. I Need Some Time to Think It Over

Strategy: Uncover what the shipper really wants to talk about. There may be unanswered questions that weren’t addressed earlier. Answer the question and continue with your sales pitch.

Response: “If you need some time to think about it, I understand. What in particular would you like to think about? Maybe I can offer some more further information.”

  1. Can You Send Me Some More Information

Strategy: This is often used when the shipper really isn’t interested and wants to get rid of you. After agreeing to send the information, redirect the conversation by asking an additional open-ended question. In many cases the additional question helps continue the conversation and WIN the opportunity.

Response: “Yes, I can email you some more information. What particular information are you interested in?”

  1. I Don’t Need Your Transportation or Logistics Services

Strategy: If the shipper was qualified properly earlier this objection shouldn’t come up. Reaffirm what the company does, then mention how your services have helped a competitor or similar company in the industry. This gives credibility to your organization. After all, shippers don’t want a competitor to have an edge that they don’t have.

Response: “Your company does X, Y, Z, right? If the answer is “yes” continue. “We’ve worked with company B to increase its client base by 45%. Is this something you would be interested in hearing more about?”

  1. It’s Too Expensive

Strategy: Point out the advantages of having your company and how your company can save them time, money, etc. Hopefully, this will offset the price. You’re selling value. Also, mention any payment plans or options.

Response: “I understand your concern. If you could save money on X and still increase your profits, would this be worth the initial investment? We could try a trial shipment in a single lane. I’m sure we can prove our value quickly.”

  1. Can You Call Me Back Later?

Strategy: Find out if the prospect is truly interested or trying to blow you off. If you asked if the prospect was busy early in the conversation availability would have already been discovered. Ask for a specific appointment time to see if the prospect really wants to talk to you later.

Response: “I would be happy to. What time is convenient?”

  1. I’m Happy with What I Have Now

Strategy: This response is more of a challenge. Many people have the “if it ain’t broke don’t fix it” mentality and are afraid of change. Complement their loyalty then have prospects think outside the box and explore that there may be something better than what they have by offering a free trial or product demo.

Response: “That’s great. I appreciate your loyalty. A lot of people are interested in looking at other potential product offerings … just to compare. You may find us a better match for your needs, which would be great, or if you decide to keep what you have you can feel good about your current situation. How would you feel about attending a product demo to compare?”

Prospects’ answers to your questions will give you a better understanding of their wants, requirements and product offerings, arming you to shatter any objection based on budget, authority, need, time, and value. Use these expert black belt techniques to combat objections, win over the prospect, and position yourself to close the deal.

 
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