Sales Objections and How To Overcome Them - 3 Sales Tips | Patrick Dang | Skillshare

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Sales Objections and How To Overcome Them - 3 Sales Tips

teacher avatar Patrick Dang, International Sales Trainer

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

3 Lessons (15m)
    • 1. Sales Objections and How To Overcome Them - 3 Sales Tips Intro

      0:42
    • 2. Sales Objections and How To Overcome Them - 3 Sales Tips

      14:08
    • 3. Next Steps

      0:22
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About This Class

Learn my top 3 sales tips for overcoming objections in sales. By the end of this video, you'll know exactly what to do to overcome sales objections.

No matter what your selling, you'll always run into sales objections.

Prospects may say:

"The price is too high."

"I need to think it over."

Or "Now's not a good time."

Now when most salespeople face these sales objections, they immediately get frustrated and try to overcome these sales objections with force.

Handling objections in this way is the last thing you want to do because it kills trust and credibility.

So instead we're going to show you how to develop the right sales mindset to handle these objections and give you a 3 step framework to overcome them and close the sale.

Step 1 is to Empathize with the customer and understand where their sales objections are coming from. Once you can see these sales objections from the customers' point of view, you'll be more equipped to overcome these common objections. Also, make sure you're asking the appropriate sales questions to uncover the truth.

Step 2 is to make the prospect feel heard. It's not enough to understand the prospect in sales; you have to make a conscious effort that you hear understand why the prospect is giving you objections. This builds trust and helps you build towards overcoming the objection later in the sales process.

Step 3 is to offer a new perspective. There's no need to tell someone they're wrong, instead, show them another way of looking as these sales objections as opportunities.

Meet Your Teacher

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Patrick Dang

International Sales Trainer

Teacher

Hey, it's Patrick here!

Now, I’m on a mission to help everyday people to generate more sales for their business using the most cutting-edge B2B sales strategies.

After a successful sales career in Silicon Valley, I packed two suitcases and booked a one-way ticket to Thailand and started my journey with the aspiration of creating world-class online B2B sales training all while living a digital nomadic lifestyle.

And since then, I’ve traveled to many countries while creating programs training over +30,000 students in over 150 countries.

And over time, it became clear that no matter what country you’re from, what your background is, or whether or not you think you have the talent to sell...I’ve found that sales is a skill anyone can learn... See full profile

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Transcripts

1. Sales Objections and How To Overcome Them - 3 Sales Tips Intro: everybody. What's going on? Is Patrick doing here now? In this course, we're gonna learn how to do is handle any objections. Whether you're a sales person, entrepreneur, freelance or anybody who does any type of selling, you're always gonna be dealing with objections. Whether the price is too high, the prospect might say, Let me think about it. Or they might say something like, Hey, let me talk it over with my wife or my business partner, Right? So in this course, where you're gonna learn how to do is my three step methodology on how you can handle any objection, no matter what industry you're. And no matter what you're selling and so far class project. Go ahead and put in the top three tips that you've learned in this course and share it with the rest of the class. So if you're excited to learn exactly how you can handle any objection, I'm looking forward to seeing you inside 2. Sales Objections and How To Overcome Them - 3 Sales Tips: Now, if you ever worked in sales, you probably have heard of these objections before. The price is too high. I need to talk it over with my business partner, or now is just not a good time. So in this video, I'm going to show you my three step framework to basically handle any type of objection, no matter what your product or service is, and no matter what your industry is, everybody, what's going on? It's Patrick doing here now in this video, like I just said, we're going to show you a three step framework toe handle any type of rejection, no matter what industry you're in, no matter what product or service you are selling. This is going to be especially important if you ever feel stuck in the sale cycle. Unable to handle certain objections and unable to close deals, we're gonna show you how to overcome them using the simple three step framework. Now, this is going to be especially important if you ever found yourself stuck in a sale cycle and unable to move forward or close a deal, and it's gonna be especially useful if you ever get stuck on objections and don't really know what to say. So by the end of this video, you're gonna get my three step framework to handle any objections, and you can actually use it and apply it right away to start getting results. Now, if you're excited to learn my three step formula, go ahead and give this video of like every life does help this channel grow, especially because it's a new channel. And if you're looking for new sales training videos every single week, go ahead and hit that subscribe button because I am going to be releasing new videos every week. And if you want to get notified on that, make sure you hit the notification bell as well. And again, every like and described really does help, as this is a brand new channel in every likings. Describe that you give helps this channel grow and reach mawr audiences. So with that said, let's go ahead and dive into the three step framework to handle any objection. Now the first thing we gotta do is we actually have to develop the right mindset and set the right intentions when you are handling these objections, so when you're handling objections, you want to make sure that you don't want to be fake. You don't want to be inauthentic. You don't want to sound like a robot reading from a script. And the reason is because people can't sense it. You know, people can feel when you're being fake or inauthentic, and you really lose trust with the customer. So again, don't be fake. Don't be a robot. Be genuine. Be Rio. Okay, now, the second thing we're gonna cover when it comes toe objection handling mindset is that sometimes in sales, people think of it as a fight, right? Like the prospects is this. You say that you counter that right? And the thing is, although you can take sale seriously and you might think of it as a fight, sometimes that comes off a little too aggressive or a little too a Serie of it might rub people the wrong way. So when said when you're heavily objections, you want to have the mind set of instead of a fight, you're actually just having a conversation with the prospect, right? You're just trying to see whether or not it makes sense for you to tow work together in some capacity so don't get frustrated when people come over objections. Don't tryto knock him back and make him feel like they're wrong. All you got to do is really listen and have a conversation. And really, a sales objection is just a reason for why the prospect isn't ready to buy. It doesn't mean that they don't want to buy. In some cases, they may want to actually buy your products and services, but they have some blockers that are preventing them from actually doing it right. So all you have to do is remove those blockers, which are those objections, and help the customer by whatever it is you're offering and a little disclaimer before we actually get into. The three stuff formula is that throughout the entire sales process, there are always a lot of things you can do to prevent objections from even coming up. But for this video, what I want to do is I want to focus on what actually happens when you get that objection and what you should do and say to help have that conversation to help the customer by and handle those objections. All right, so step number one when it comes to handling objections is, you want to empathize with your prospects. So let's say, at the end of a sales meeting, the prospect says Okay. Sounds interesting, Patrick. But, you know, I need to talk it over with my business partner. So I'll get back to you. And for a lot of salespeople, this actually might happen a lot. They'll say, I'll think about it. I gotta talk to this person about it. I gotta talk to my boss about it, right. So as a sales person or anyone doing any type of selling, you do not want to get frustrated. You do not want to get mad that this person is delaying deal. So instead, what we want to do is you want to empathize with the prospect, understand where they're coming from their feelings and what exactly they need to do to move forward to the next step. And you never want to assume the reasoning for why people give you these type of objections , right, because you literally don't know. So instead you empathize with the prospect, and then you seek truth, try to understand where they're coming from and their reasoning behind it. So in the example that it just gave. So let's say the prospect says they need to talk it over with their business partner. Okay, So instead of getting frustrated, I'm going to empathize. I'm going to seek truth, and I'm going to use a question to do this at the same time. So let me show you how I would handle this. Objection. Hey, I totally understand that you need to talk to your business partner before making a decision. After all, it is a pretty big decision now, before you do, I'm just curious. When you do have that conversation, what exactly are you gonna talk about? Maybe I can help clarify some points before you actually go into that conversation. So in this example, how I'm handling that objection is first, I'm showing empathy. I'm understanding where he's coming from and that it's a big decision. So obviously he needs to talk it over. And he can't just make a impulse buy, right? So I understand him from that perspective. Then I need to see truth and understand what exactly he needs to talk about with his business partner. Right, Because maybe it's price. Maybe it's value. Maybe it's just something I don't know, right. So instead of me guessing or assuming what they're gonna talk about, I could just ask and say, Hey, you know, when you do have that meeting, what exactly do you need to talk about? Maybe I can help clarify some points before you actually start that conversation, right? Instead of your prospects having an isolated conversation without you necessarily being there, you can actually just bring up all the points on that call right there and really handle any more objections that they might have. So in this meeting, the prospect might come back and say, over actually looking at many other vendors besides you. So we want to see which one is the best, right? So that's new information that I may have never gotten so. But that information changed the dynamics of the sales meeting so I can understand who these other vendors are and show what value that I bring that are different from all these other people. Right? But I went never known that if I didn't one show empathy and number to seek truth. So I give you another example of using empathy. Right? So let's say the prospect says, Hey, you know, right now it's not the best time. So I can say something like Okay, I appreciate you letting me know that, you know, just curious. In the future, when would be a better time for you to move forward with something like this? And the prospect might say, Oh, well, maybe two months. And I say, OK, well, I'm just curious what needs to happen within those two months before you can make a decision. The prosecutor. I come back and say, Oh, I have a meeting next month and you talk to this person. This person blah, blah, blah whatever reason doesn't really matter, Right? And then I could say something to short in that sale cycle. And I say, OK, I understand where you're coming from. I get why it takes two months. But, you know, is there a reason for why it needs to be two months versus Let's say, one month or even one week, and the prospect might come back and say, home? I never really thought about it like that. Maybe I'll just do it all this week and I get back to you, right so you can see in this example, I'm showing empathy. I'm seeking the truth and understanding Why delaying a deal for two months? And I'm trying to do things to store in the sale cycle because, ah, lot of times people just give a blanket answer of, you know, one month or two month and reach back out to me, but and say What I want to do is understand exactly what needs to happen for them to move forward with. The deal had been short in that sale cycle, and that's all possible with empathy and seeking truthful with questions. All right, so we're gonna move forward with step number two, which is making the prospect few heard. Okay, so it's not enough for you to understand the prospects perspective. You have to make them feel like you actually understand, right? Because if they don't feel like you understand, then they're going to think that you actually don't even if you do. And subconsciously what you want to do is you want to make the prospect feel like, Okay, this guy understands me. He's not trying to sell me something like all the other sales people out there, and really, I almost see him like a friend and one of the most powerful ways to make someone feel like they're heard. It's a some rights, everything that they said and then repeat it back to them, which shows them that you are in fact listening. And you can also take it a step further by giving examples of past clients who also face a similar situation and explaining their story as well. So not only do you show that you're listening, but you also show some credibility that you helped other people who face the exact same problem during the sales process. So here's an example. Okay, so let's say I'm trying to sell something. I'm talking to a prospect over the phone and they tell me, Hey, Patrick, you know, I really see the value in what you're selling, but right now it just isn't a good time because we already invested in this other software . And you know, we're a little low on cash reserves, and we really can't invest right now, But I do see the value. So maybe sometime in the future we could pick up this conversation. So if a prospect tells me that right I could say something like, Hey, you know, I totally understand where you're coming from. You already invested in other software, so I get that making another big investment might be a little risky for you guys. Especially if your cash reserves are a little low. I actually noticed that for companies your size, this is a pretty common problem. And, you know, some of the clients that we worked with in past face the exact same thing. So as you can see here, what I'm doing is I'm basically summarising everything the prospect had just said to me saying it in my own words and using some of the words that he used. And subconsciously, the prospect is gonna feel like, Oh, this guy actually understands me. He's not shoving product down my throw, and he's actually listening to what I have to say. So once you make the prospect feel like they're heard it basically you're building report with this person. You're getting this person to trust you a lot more because you're showing that you're listening, and this is gonna be particulary useful for the next step. And step Number three is actually offering a new perspective. So once you show empathy towards your prospect. You get to the truth of why they're giving you any type of objection, and then you make them feel heard and show them that you understand their objection. Now it's time for you to help them see things in a different light and offer a new perspective. Now, here's the trick with this. Even if you disagree with someone's perspective, you don't necessarily have to tell them that they're wrong, right, Because nobody wants to feel wrong. And if you make them feel that way, they're not gonna trust you and they're not gonna buy whatever you're selling. And even in situations where someone is actually factually wrong, you don't have to tell them they're wrong. Instead, what you can do is understand where they're coming from, understand how they got to that conclusion and show them a new perspective because people don't like to be wrong, but they love to learn new things. Okay, so I'm gonna use this example that I just used previously where I'm trying to sell, let's say, a software and the prospect has a radio vested in other software and they don't really have much money right now, so once I showed empathy got to the truth and I show them that I'm listening and I'm gonna show you how I can change their perspective and maybe open up their budgets a little bit more so they can start investing in themselves. So I can say, Hey, you know, I totally get where you're coming from that right now, it may not make the most sense to invest in more software, right? But, you know, what's interesting is that, you know, some of the clients we worked with in the past who were pretty much the exact same position you're in right now, instead of looking at purchasing this software as an expense, they looked at it as an investment because the thing is, if they were able to invest, let's say, $5000 a month in this software. If they were able to get a 50% r o I just from using this software alone for sure, it would be worth it. And it would actually solve a lot of their cash flow problems. And I understand that Hey, maybe you don't want to make the investment right now, or maybe you need a little more time because obviously nobody can really do 100% guarantees that you'll make a 50% r A y. But based on everything that you told me so far, and based on, you know, all the clients I worked in the past, you know, it's really not typical for you to get that 50% r o. I return on investment within your second month. So instead of thinking this purchase as an expense, and you know what kind of changes that perspective and looking at it from an investment point of view, you know, what are your thoughts so far? And typically the prospect will respond with, Oh, I never really thought of it as an investment. I just kind of looked at as an expense. And then they'll ask more questions on you know how exactly we're going to get a 50% are. Why then? Then you continue the conversation and you can start, you know, selling exactly how you do. X y Z. Right? So the point is, I don't want to tell the prospect that they're wrong. I just want to show them a different point of view that actually might be more benefits show for their business. And I feel like as long as you really confidently believe that you can get the results that you're promising to your customers, then it's completely ethical and okay to change your perspective. If your intent is to actually help them all right to bring it together and summarize everything that we learned so far in this video, right step number one, in handily objections is show empathy, understand where the prospect is coming from and use questions to uncover the truth of how they got to their conclusions. Step number two is make the prospect few hurt because it's not enough for you to understand the prospect. You have to make them feel like you understand to build that report and build that trust so that for the next step is step number three. You can actually offer a new perspective and change their way of looking at things, and hopefully, once you change that perspective, they're going to be able to purchase your products and services because obviously they see the value in it. So whether you're dealing with objections like the price is too high, now is not a good time. I need to talk it over with my wife or my business partner. You can use this three step methodology over and over to handle any objection. And not only can you apply this to your sale cycle to speed up deals and even close more deals, you can actually apply this to your everyday life, whether it's talking to your friends having an argument with somebody. Or maybe it's talking to your significant other right. No matter what situation you're in with people, it's always good to empathize from where they're coming from, understand their reasoning behind what they're saying, make the other person feel like they feel heard and really offer different perspectives to help them grow as a person, right? So again, these skills, of course, apply it in sales. You know, close more deals and you make more money and everything like that, but the same time also use them in your everyday regular life to really increase the quality of your communication and increase the quality of your life. And because personally I've done that myself and it has really improved my life. I really believe that it could do the same for you guys. And so with that said if you made it to the end of this video, I just want to let you know that I appreciate you. And I'm really happy that you're getting a lot of value from these videos. And as a reminder, he made it to the end. Go ahead and give this video a like, if you haven't already, because every life does actually help a lot. And if you want to see new sales training videos every single week, make sure you subscribe because I'm gonna be releasing new videos every single week. And don't forget to hit that notification bell as well. In the last thing is in the comments section, go ahead and leave your number one seals challenge. Okay, In the comments, leave your number one seals challenge because of my past videos. If you look, I actually do literally answer every single comment, and I see all these questions on I do try to incorporate them into future videos and in this video actually did incorporate some of the questions that people had inside, which is heavily objections. So again, leave your number one sales challenging the comments because I'm gonna incorporate all these into my new sales videos. So anyways, But that said thank you for watching. I appreciate all of you. And I'm going to see you guys in the next video. 3. Next Steps: Now, if you're getting any value out of these courses, make sure to leave a positive review. Sharing your experiences. I read every single review, and I really do appreciate your feedback. And if you want to see more videos like this, make sure to follow me on skill share so you could be notified on when I release my latest courses.