Today we're diving deep with five tips on how to overcome objections like a sales pro. Whether you're new to sales or brushing up on your sales skills, overcoming customer objections is a make-or-break moment in any sales conversation. If you want to grow your business and your sales skills, follow along!

1. Ditch the Snappy Comebacks

Forget about memorized scripts and witty retorts. Objections are not opportunities for snappy comebacks. You have to show you understand the client first and build trust. Then, you can guide them to see the value you offer.

2. Listen Fully and Acknowledge Concerns

Don't just hear what they say, really listen when a customer raises concerns about price, experience, or competition. Your first job is to listen, not interrupt. The speaker admits to making the rookie mistake of interrupting because they thought they knew the answer. They emphasize the importance of listening and acknowledging the customer's concerns. Phrases like "I understand where you're coming from" or "That's a valid concern" can go a long way, but only if you're sincere.

3. Reframe Objections as Questions

This technique can be a game-changer. Once you've acknowledged the concern, rephrase it as a question. For example, if they say "you're too expensive," ask "well, compared to what?" This opens a dialogue and allows them to see the value you offer in a new light.

4. Educate and Provide Evidence

Shift the conversation from a sales pitch to one where you're offering valuable expertise. Share testimonials, case studies, and data that address their specific concerns. Let your success stories build trust and credibility.

5. Offer Alternatives or Adjustments

Sometimes, overcoming objections requires flexibility. If price is a concern, explore payment plans or scaling down the scope of work. If the project scope is an issue, discuss alternatives that will help better align to their specific needs. Offering alternatives shows that you're willing to work with them and create a win-win situation.

Bonus Tip: Always Follow Up with a Question

Don't leave the conversation hanging after addressing the objection. Ask a question like "Have I addressed your concern?" or "How do you feel about that?" This validates their feelings and ensures you're on the same page.

By following these techniques, you can approach objections with confidence and turn them into opportunities to build trust and close more deals.

Outro

In the next video, we're going to dive into a few of my secret tips on how to build trust. If you like this video, please like, subscribe, and share. Follow along if you want to build a great business and grow wealth. Thanks for watching “You Know Ted,” I'll see you in the next one bye!