Handling Objections

In this lesson, you'll learn to handle objections. Tips include: listen carefully, highlight value, offer solutions, be honest, and improve through continuous learning. Master objection handling to close more deals.

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Video script

Hey, I'm Thomas and in this short video, you will learn about handling objections as a junior sales representative in the software industry. Objection handling is an important skill to have in order to be successful in sales and we will go over some key concepts and tips to help you improve your technique. Let's start with an example.

Imagine a potential customer is interested in your software but they raise an objection about the price being too high. This is a common objection that sales reps often face, especially in the software industry. When faced with an objection like this, it's important to listen carefully to the customer and understand their concerns. Try to avoid getting defensive or argumentative and instead focus on highlighting the value and benefits of your software. You can also offer additional features or a discount to address the customer's concerns.

Now let's see how this would look in practice. Let's say a customer is interested in your software but raises an objection about the price. You could respond by saying something like, "I understand your concern about the price. Our software has a feature that automates data entry and it has helped customers like ACME save 80% of their time. We also offer a 30-day free trial so you can see the benefits for yourself. Would you be interested in learning more?"

When handling objections, there are a few things you should avoid doing. For example, don't make promises you can't keep or exaggerate the benefits of your software. Be honest and transparent with the customer and focus on finding a solution that addresses their concerns.

In conclusion, handling objections is an important skill for any sales representative to have. By listening carefully to the customer and highlighting the value of your product, you can effectively address their concerns and move the sale forward. Remember to always be honest and transparent and continue to improve your objection handling techniques through continuous learning.


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