6 Ways on How to Overcome Sales Objection as an SDR

SDRs deal with a number of objections a day. Although handling objections is a normal aspect of selling, doing so might seriously impede your ability to advance prospects through the pipeline. You might even feel inclined to give in to the concerns and immediately send a breakup email. But if you want to succeed, you must learn how to identify and address these issues.

What is a Sales Objection?

Sales Objection is an expression of resistance or concern by a potential customer that prevents them from moving forward with a purchase. Objections are common in sales and can take many forms, such as concerns about price, timing, competition, or the value of a product or service.

Objection Handling defined.

Objection handling is the process of addressing and overcoming objections raised by a potential customer during the sales process. An Effective objection handling involves understanding the customer's objections, addressing them honestly and directly, and providing solutions that meet the customer's needs. 

If an SDR is unable to handle objections effectively, they may struggle to close deals and meet their sales targets. On the other hand, if they are able to address objections in a thoughtful and persuasive way, they can build strong relationships with customers, earn their trust, and ultimately close more sales.

6 ways to overcome sales objections.

1.Listen actively: Listen carefully to the customer's objection and seek to understand their concerns. Ask questions to clarify their objection and show that you care about their needs and perspective.

2. Acknowledge the objection: Acknowledge the customer's objection and let them know that you understand their concerns. This can help build rapport and demonstrate empathy.

3. Respond honestly and directly: Respond to the objection honestly and directly. Provide relevant information or data to support your position and address any misconceptions the customer may have.

4. Provide alternatives: If the customer's objection is related to pricing, timing, or other factors outside of your control, offer alternatives that could still meet their needs. This can demonstrate your flexibility and willingness to work with the customer.

5. Build value: If the customer perceives the product or service as not valuable enough, build value by highlighting unique features, benefits, or customer success stories. Show the customer how the product or service can meet their needs and solve their problems.

6. Follow up: If you cannot overcome the objection during the initial conversation, follow up with the customer later to see if their concerns have been addressed or if there are any new opportunities to work together.

In summary, handling sales objections is an important skill for sales representatives because it helps them to close more deals, build trust with customers, and differentiate themselves from their competitors. By mastering this skill, sales representatives can become more effective and successful in their roles.

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