1. Know Your Client (KYC).
The deeper you know your client and their business, the easier it is for you to understand what they really want. If the client has approached you first, do some preliminary due diligence and make sure they fit your ICP.
Case study: When our team was working with a large European IT company, we faced the objection “too expensive”. Thanks to prior research, we knew that the company was having difficulties integrating its current solutions. We explained that our higher price included full integration support, saving resources and time. The customer agreed to the deal, convinced of the real benefits.
How to deal with objections effectively?
2. Ask the right questions.
Have a prepared list of open questions that will help to identify the true reasons for objections.
For example: “Tell me how your business is currently solving this problem?”, ‘What are the challenges with the current solution?’.
3. Knowledge base on objections.
Prepare a database of the most common objections from LPRs and options for dealing with them. Regularly supplement it with real examples from your practice to be ready for new challenges.
SPIN-selling involves questions that help to identify the real needs of the client. These questions are usually open-ended, problem-oriented, leading questions.
For example: “How does this affect key metrics?”, "What challenges does this cause in the long term?’"
In b2b sales, you need to use the “that's why” formula to translate an objection into a discussion of your business proposition benefits.
The example if a manager thinks that the solution is expensive. "That's why we offer you flexible terms that will allow you to optimize your processes in a short time”.