The prospect is telling you what they don’t want, which helps guide your conversation to make sure the deal goes through. The first sentence of this article says “With my first salespeople, I made the mistake of constantly testing pay and commission structure.” In a paraphrase, it should say something like “I used to test different compensation structures with every new hire” or “In order for people to be motivated enough in their job, I would have constant tests on how much money someone was being paid as well as commissions bonuses”. Let’s know more about objection handling script.

The more value you can provide to people’s lives, the easier it will be for them to make a sale. But only if they are prepared and know what objections might come up along the way.

No sale is perfect, and when objections come up, the question becomes what are you going to do?

What if you didn’t fight objections, but instead took the time to dance with them? Objections might be questions and this would give you a chance to clarify value, provide insights or share information. Below are the effective objection handling script you may use.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

3 Common Objections (And Objection Handling Script)

Below are three different ways to handle objections with objection handling script. All of these strategies work in tandem with one another and allow you to anticipate a prospect’s objection before it even happens.

Value Scale

Objection handling is value clarification

When you are faced with an objection, ask the person what they want so that it is clear to both of you.

In the end, value will always be in vogue.

Objection Handling a process of clarifying value

One of the most common objections that come up with a structured recruiting process is when people feel they are being judged. With this first approach, The Value Scale can handle things.

Step 1. Identify their values.

This article discusses how to make better hiring decisions, faster.

Objection handling script:

I see the value of scorecards, but I wish you used numbers instead of symbols.

Step 2. Understand why they have those values.

Dig deeper:

I respect how you feel about that. Its certainly an area we feel is important as well. Im curious, what is it about the scorecards you like, and why do you say youd prefer numbers?

Prospect clarifies:

I like how the scorecards call for a fair, balanced, and consistent look at candidates. If you used numbers, you could simply compare them and come to a fast and objective hiring decision.

Step 3. Connect your product with their beliefs and values.

Align:

I respect the importance you place on fair and objective hiring decisions. It very much aligns with our own views and is exactly what were built for. While you can certainly optimize the recruiting process, you cant take away the human element from hiring people. To be done effectively, recruiting must be both data-driven and humanistic.

Gut decisions are biased, while making the best decision based on data is dangerous. Symbols offer a balance of both gut and good decisions so you can make the right hire in less time.

Consultative Selling Script

Objection handling is problem solving

The second principle of the Trust Equation is to be a trusted advisor. In order for someone to feel that they can trust you, it’s important that you’re trustworthy.

The title of salesperson doesn’t come with a lot of prestige.

Objection Handling Script

MATTE Projects is a creative agency and production company. They create films, provide direction for clients’ projects, curate experiences like Full Moon Festival – which they also produce music for. My current job involves the full cycle of sales to event sponsorships.

This is an example of how consultative selling can help you better understand the factors that surround objections.

Step 1: Qualify their objection.

Objection handling script:

For event partnerships under consideration, were focused first and foremost on the 1-to-1 consumer sampling, and therefore, paying more than $X/product sampled is outside our scope.  Wed need to reach more people at that price.

Seek:

I can appreciate your team has a standard 1:1 model. All things beings equal, a traditional sampling ratio would make sense here as well. However, not all festivals are created equally and thank goodness for that because your brand will get far more out of a Full Moon partnership. If you were simply trying to reach more people, you could just head to Times Square, where over a million people pass through each day. Why invest in partnering at an event?   

Prospect:

Were looking to large-scale events that can help us target the right demographic, so we can increase our consumer base in the region. Your event has the right people, but so do some larger festivals.

Step 2: Decide what is best for the prospect, based on your ability to qualify.

Decide:

Based on XYZ Ive gathered so far from qualifying, what expertise can I offer? What course of action makes sense here?

Step 3: Recommend an action and state why.

Larger festivals have a lot of competition, but the environment is also much more saturated. How will you be able to stand out from all the other sponsors? Will your company even last in consumers’ minds long enough for them to remember you?

We make sure the brands we partner with are able to leave a lasting impression on guests. We trade volume for quality, and work together with these brands during events like festivals.

One customer is worth more than a lot of customers who buy only once or twice. It’s better to invest in the long-term prospects for one, high quality customer.

Events can only be successful if they are tied to the attendees memories. And these memories come with emotions. That is what builds brand loyalty for companies like Coca-Cola, even when Pepsi wins in blind taste tests.

Frame Control

Objection handling is frame control

Principle 3: Own the Frame

Framing is a big part of communication, and it’s easy to do if you know the right words.

The most common objection in sales is on price. With Frame Control, youre able to look at the objection from a different perspective or see it through new lenses.

I was always trying to create a “you versus the prospect” frame, and that didn’t work. I instead tried refocusing my questions so we could see things eye-to-eye.

The process of contextualizing meaning

Step 1: Set the frame in your mind.

What must I believe in advance of communicating to handle objections with confidence and congruency? How can I see the value so vividly and hold it so firmly in my heart that my conviction eases any uncertainty the prospect may have? Do this for real! Every. Single. Time.

How can I show the value so well that it shows in my eyes?

It’s important to go through the process of writing a letter for every single time you apply, even if it starts to feel like a chore.

Step 2: Seek their viewpoint.

The context of view is a valid objection, but there are also other factors to consider.

Prospect: I’m not sure if it’s worth the investment.

Ask a framing question:

Relative to what exactly? Is it that you have a preconceived budget youre trying to match or are you looking to keep doing the same things only for cheaper?

Prospect:

No; Were not looking to continue doing what we have been. We are looking for the XYZ changes your product brings”but its the most expensive on the market.

Ask a framing question:

I understand that price is an important factor in your decision process.  Is it more important than getting those XYZ changes?

Step 3: Refocus their perspective.

What if we looked at the objection from a different perspective? For example, what about cost ” ‘ investment.

Refocus:

I agree our product is the most expensive”and based on your XYZ priorities, its also the best fit for your team. Weve invested all the resources so that you can actually create those XYZ changes youre looking for. The truth is you get what you pay for in this industry, and if youre able to move forward today, youll see a much greater ROI.  

 

Final Takeaways

  • Objections are often related to fear, uncertainty and ignorance.
    • e.g. There is a lack of understanding, Values are misaligned, and/or perspective is skewed
  • Dont get defensive when a customer has objections. Instead, try to understand the concerns and provide insights into your product or service.
    • e.g. Clarify the value of a diverse workforce, Share information about diversity initiatives in your workplace, Offer another view on how to diversify
  • When you dont handle an objection, its a lose-lose for both parties; When you do overcome the objection, it is beneficial to both.

If you want to survive in this industry, it’s important that you’re always thinking about objections and be ready with your objection handling script.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.