Playing objection whack-a-mole? Here’s how to use your customer’s success stories to handle objections effortlessly…
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I spend a lot of my time in training workshops working on handling objections because, let’s face it, we’re going to get objections and questions all the way through the sales cycle from legitimate prospects to those just trying to heckle us as we go.
The very best thing you can do is, of course, listen to the question and ask questions to make sure you truly understand the nature of their question or where the objection might be coming from.
But ultimately, you have to answer the objection.
And I believe that storytelling, using the success stories of your existing customer base, are the best ways to handle all of your objections.
You essentially want to say to the customer, hey, let’s hear from these other customers what they think of that.
Or yes, we’ve had other customers say that.
And then they realized, or here’s what other customers are saying about this particular question, or even here’s how others are using it.
You can use customer success stories to combat every question you get from your customer, every objection you get then what you’re doing is you’re showing how others like them have worked through that problem.
So what I recommend is that you think about every objection, every question you get.
It could be about pricing or value.
It could be about a certain feature set or how you work with certain integrations, or whether you’re going to solve a specific problem.
And think about one customer that you know of that had that exact hurdle and what they would say now, or what their success has been, or how they would answer that question.
Think about the customer who, you know would say, yeah, we thought they were expensive, but then we realized that we got X rate of return, and take those stories and use them in your objection handling responses.
Now, maybe you can’t use all of those customers’ names and that’s okay.
You can still say another customer like you or a CFO once asked me that, or I was just working with another bus company and this is how they phrased it.
When you can even just use the company type, or the company size or the company vertical, that’s going to help the customer really reframe their question and see it from the eyes of their own type of person.
That is what’s going to win you all of the questions and objections that you face.
Don’t forget to check out: My Secret for Presenting Value!