If you prospect companies to sell your service or product and want to learn how to avoid objections before they even appear, we recommend that you read this article to the end.

Why do I get objections?

First of all, you need to understand that objections in B2B sales can be the result of:

1. A poorly qualified lead

If they don’t fit your company’s profile, they’re sure to raise numerous objections and the sale won’t go through.

2. A lead unsure of the product or service

This says a lot about the way the product is presented, the authority of the salesperson and the clarity of the information.

3. A lead who doesn’t see the value and need in the solutions presented

No matter how incredible your proposal is, if the lead doesn’t see added value or a need to acquire it, there will be many objections.

How to avoid objections?

Understand the origin of possible objections is the first step to avoiding them.

Knowing that they can be the result of poorly qualified leads, who don’t see value in the product or service and feel insecure during the negotiation, we can find assertive solutions to avoid these objections.

Here are 3 tips for avoiding objections in B2B sales:

1. Have your company’s ICP well defined.

Prospect leads according to the ICP (Ideal Customer Profile) of your company. If your service costs 50,000, for example, don’t prospect companies with 5 employees. There’s no point in trying to sell your service to companies that aren’t big enough to hire you. This will only lead to objections and no fruit in the negotiation. Define your prospecting criteria well: the size of the company, the position to be prospected and the problem you can solve.

2. Don’t present your proposal to just anyone.

No matter how incredible your proposal is, there’s no point in presenting it to a secretary or an assistant, who won’t decide whether or not your service is a good fit for the company. Trying to sell your service to these positions, you’ll always encounter objections such as “we’re not hiring new partners” or “we’re not interested”. They are a bridge to get you to the person who will actually provide the solution to that company’s pain.

3. Be an expert in what you sell.

If you have a toothache and go to the dentist, for example, it’s not common to be suspicious of the medicine he prescribes for your pain, because you know he’s an expert in the field. Do you agree?

The same goes for prospecting. If the lead sees you as an expert and believes that what you’re proposing will really lead to solutions for the company, they’ll bring less objections during a negotiation.

How to empower the sales team to break down objections

Now that you know how to avoid objections in B2B salessales, you’ll need a sales team that is trained and capable of knocking down objections before they even appear.

Here are some tips that will help your sales team break down objections:

1. Record everything about the lead

A good CRM system will help a lot at this stage. Creating detailed material about the lead with information about their interests, their doubts and constantly supplying them with everything that is said during the calls will be essential for breaking down future objections.

2. Validate objections

The lead must never feel that their point of view is being invalidated by the salesperson. Accept and validate their opinion, after all, you’re an expert and know the advantages of your product, they don’t yet. Replace the “you don’t understand” or “that’s not quite it” speech with “look at it this way” or “look at this example from our client”. Always have concrete data and customer cases to illustrate what you’re talking about. This is a great way to answer objections without invalidating them.

3. Keep active listening

It’s by listening to the lead’s pain that the salesperson will be able to offer solutions to real problems. Listen more and talk less during the negotiation.

If you like what you’ve read and want to outsource your sales team sales to improve your conversion results, we recommend that you read this article first: 5 precautions when outsourcing your sales team.

And if you want to start selling more right away, get in touch with Scooto’s sales team and let us know: how many leads do you want to prospect per day?