Converting Leads into Sales > Pitching Process

Handling the Objection while Pitching

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In order to create a successful objection handling strategy, it is beneficial to analyze the purpose of your objection handling process and the level of success that you would like for it.
In order to address the objection, it is important to know what the problem really is. This will help you come up with a solution that is more tailored and targeted towards solving that particular issue. This will ensure your objection handling process produces results and has the desired outcome.
Once there is an understanding of what this particular issue entails, it can be addressed accordingly with a solution strategy that will provide immediate results.

One of the most important skills in any sales process is knowing when customers are objections and when they are concerns. When it comes to objections, these are the terms that you should know:

  • Objection: This is a customer’s statement that they do not want to buy your product or service. They might have other reasons such as you not meeting their expectations or an inability to trust you.
  • Concern: This is a customer’s statement that they want more information about your product or service. They could be looking for more information about features, benefits, and potential use cases for the product or service for example.

Objections are the moments when you can make a sale or lose it. What to do in such a situation?
The best way to deal with an objection is to clarify and understand the other person's point of view. This will help you come up with a solution that will satisfy them.

The best way to counter an objection is being prepared. In order to be aware of the different objections that can be raised by customers and prospects, you should identify your company's best selling points, primary benefits, and core values. Being prepared will help you avoid objections during the conversation and keep a positive conversation going.

Pitching is a term used to describe the process of trying to sell something. Presenting is when you share your thoughts and ideas with others, usually for the purpose of educating.
I think pitching and presenting are two entirely different things in the business world. However, these two words can be used interchangeably depending on how one is feeling at that time.

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