Handling Objections with Empathy – In sales, overcoming objections often requires empathy. Identify common objections by observing the emotions, needs, and past experiences of your prospect.
Objections can be your biggest obstacle, but can also be an opportunity to build credibility and rapport with prospects. To succeed in overcoming common objections, tact and skill are required.
Vocalize your understanding and empathy with statements such as “I understand how you feel. Many of my customers have expressed the same concern; however, once you try our product or service, you will find that we are an excellent company to work with.” Also, you could say, “I can understand how that might be an issue for you. Let’s look at how we can help.”
Handling Objections with Empathy – If you can get a true understanding of what your prospect is thinking, then you will be able to influence their decision-making process. In most sales, we need to know the pain points of our prospects and how to meet their concerns. We need to know what keeps them up at night and what we could do to gain their business.
The definition of empathy is “the ability to understand and share the feelings of another”. Be genuine and compassionate when working with prospects. Think about how you want to be treated when in the customer role. Customer service and trust are key to any working relationship.
Sometimes an objection can be a request for help. Be the company that is considered the industry expert in your field. Always acknowledge and validate your prospect’s objections and give them a solution that helps them with the day-to-day grind of business and alleviates their pain point.
If you do know the answer to their questions, be honest. Let them know that they have a great point, you don’t have the answer but will gladly get an answer for them and get back to them in x number of days.
How does your marketing team handle objections? Are they empathetic with prospects?
Rich Enterprises Inc has a seasoned team of marketers that care about helping your business grow. We have a conversational approach to sales and use this to our advantage when setting appointments for our clients.
Since 1999, we have helped business across the USA and Canada reach their sales goals. We offer a suite of lead generation, telemarketing and inside sales services, that delivers the magic recipe to ensure your success!
Rich Enterprises, Inc. was founded in 1999 on the premise that businesses must always seek new revenues and opportunities in order to succeed. Our core mission is to increase the sales and revenues of our clients by providing qualified sales leads and new appointments through cold calling, B2B telemarketing, business development, and inside sales services. Our business is growing your business!