Navigating Objections and Overcoming ‘I Will Get Back to You’ Moments in Sales

As a successful sales professional, you often encounter a common challenge: the prospect saying, “I will get back to you later.” This phrase typically means that the prospect is not ready to make a decision or purchase at that moment. It is partially your responsibility as a marketer, as you may have failed to fully convince the prospect of the value or necessity of your solution.

Understanding the Root Cause

When a client says, “I will get back to you later,” it often indicates that you have not offered a solution to their specific problem. This could also stem from a gap in communication, where the client does not fully understand or believe in how your solution can address their issues.

The simplest way to handle this situation is to directly ask, “Do you think what I am offering can solve your problem?” This query will help you identify the root cause and take appropriate action. If your solution does not solve the client’s problem, there is simply no sales opportunity. If there is a communication or trust gap, you can bridge it by asking more questions and enhancing your communication strategies. Building trust with case studies and examples can be very effective.

Handling Customer Objections Effectively

Customers will always have objections, and these objections are expressions of disapproval or opposition. In the sales process, customers may challenge the product’s usefulness, value, payment terms, or price. They may express doubt or disapproval. Sales professionals need to be adept at handling these objections to move the customer from disagreement to agreement.

It’s helpful to view objections as questions. When a customer voices an objection, they are essentially asking for more information. Common objections include questions like: Will it work? How does it work? Why does it cost what it does? Why can’t I have a discount? Why do I need to pay a deposit?

A confused mind will always say no. If your customer says no, it means they don’t fully understand something about the product or service. Your responsibility is to provide the necessary information that will enable them to make an informed decision.

Classifying Objections into PETE

Objections can typically be categorized into four broad groups: Price, Effort, Time, and Effectiveness (PETE).

P – Price: The client may have concerns about the cost. Address this by offering financing options, payment plans, or discounts for early payments. E – Effort: The client might think your solution requires too much effort. Provide clear and easy-to-follow instructions to make the process as straightforward as possible. T – Time: The client could be worried about the time needed to implement or use your solution. Highlight the time savings and efficiency improvements that your product or service can offer. E – Effectiveness: The client may doubt whether your solution works effectively. Share success stories, case studies, and testimonials to build trust and credibility.

To effectively answer Pete’s questions, you need to clarify the objection rather than making assumptions. It’s essential to address every objection thoroughly because if you have not answered every potential concern, the prospect may not contact you again.

Conclusion

Managing ‘I will get back to you’ situations and handling objections effectively are crucial skills for any sales professional. By understanding the root cause of the problem and treating objections as opportunities for information exchange, you can turn these moments into sales opportunities. Always focus on effective communication and building trust through transparency and providing comprehensive information. Ultimately, by treating every objection as a chance to educate and inform, you can close more deals and build long-term relationships with your prospects.