4个常见的前景异议以及如何处理

Even with the advent of inbound marketing, not every prospect you connect with is going to be immediately ready or excited to buy. Some may need a little convincing, and some may need a lot of convincing. And unless you’re blessed with a steady stream of prospects eager to give you their payment information today, you’re going to hear objections.

出于不同的原因出现了前景异议，并对销售产生不同的影响。有些人将是结束交易的真正障碍，但是很多时候，当他们只是试图将您抛弃时，他们只会抓住短语。这是四个常见的“吹”短语以及我如何处理它们。

1) “We’re just exploring our options at this time.”

这是什么意思：You’ve caught the prospect while they’re still in the educational phase of their buying process. They tell you they’re “just looking” because they want to continue to maintain control of their learning process -- it’s too early for them to hand the reins over to a salesperson.

百分之九十八的销售人员将以表面上的价值来实现这一目标，并允许潜在客户结束对话。但这是错误的方法。

如何处理它：A common -- but wrong -- response is,“很高兴，很高兴听到您正在寻找。这是我认为我们的产品非常适合您的10个原因。”

Instead, acknowledge that it’s a little early to be selling anything to your prospect. Say,“我看到您仍在学习这个空间。您今天特别寻求帮助？”

这取得了三件事。

首先，您已经承认他们还没有准备好购买，从而减轻了潜在客户的压力。许多潜在客户使用这种吹式短语，因为他们以前已经过了太多的次数。一旦他们知道您不想迫使他们立即购买任何东西，您的前景就不会害怕继续进行对话。

Second, you’ve let the prospect know that you’re primarily concerned about their problems -- not the sale. Your questions aren’t about speeding up a purchase or even related to your specific service. Instead, you’re asking them what they want to learn.

Third, you get the prospect to think more critically about the problem they are trying to solve. They may not even understand what their problem really is or have the capacity to understand how to solve it. Probe a little deeper and ask follow-up questions, then offer some advice. Again, your advice should not be that your prospect drop everything and purchase your product.

After I’ve gotten a better understanding of my prospect’s problem, I say,“Let me just send you something on X topic that will help you be more efficient in your education.”我发送一些有用的材料，从而将自己确立为帮助的根源，而又不在急躁的情况下。

2）“我们没有钱。”

这是什么意思：您的潜在客户尚未看到产品的价值。

如何处理它：这一异议可能是在您首次销售对话开始时出现的，在这种情况下，您的潜在客户只是试图打动您。

If, however, it comes after you’ve started specifically discussing your product or service, it means your prospect doesn’t see the value in what you’re selling. Your job is to show your prospect the path to ROI and emphasize value over price. After all, if you had a machine that would spit out five times what you put into it, you’d put all your money in -- maybe even borrow some to maximize your return.

免费增值的审判也是处理这种异议的好方法。在HubSpot，我们提供营销软件的试验，因此潜在客户可以在产品支付一角钱之前验证产品的福bob电竞官方下载利。如果您有免费增值模型，请利用它。没有人能告诉您免费产品的成本太高。

最常见的变化“We don’t have any money”is“This isn’t in the budget for this year.”Again, don’t focus on price. Establish a need and value first, then offer your help selling the product internally.

3）“我们今天还没有准备好做出决定。”

这是什么意思：This is an objection commonly made during the closing call. Assuming your prospect is thoroughly qualified, this objection means they still need more information. It could also signify that your prospect is waiting to hear back from competing vendors.

如何处理它：Take a step back. Don’t be defensive. Ask your prospect,“Where are you at in the process? What else do you need to understand how our services can help you?”

如果您处于竞争状态，请询问您的潜在客户正在检查哪些供应商的要点，并提供资源，以表明您的产品为什么是最佳选择。bob体育苹果系统下载安装如果他们只需要更多信息，请深入到仍然不确定的区域。

4）“这是您最优惠的价格吗？”

这是什么意思：“Can I get a deal?”

This objection is usually accompanied by a wink. Your prospect wants to know if there are any levers they can pull to get you to lower your price -- for example, holding off on signing a contract until the end of the month.

如何处理它：潜在客户的声音至关重要。您如何应对这一异议取决于您阅读潜在客户的能力。他们听起来好像准备打硬球吗？还是要问以防万一？

您可以打折或保持公司。您的产品的定价是有原因的，所以不要放弃商店！但是，如果您可以让您的潜在客户为您提供一些折扣的机会 - 例如，如今的长期承诺或签署的合同 - 可以随意提供一份。

这些反对意见是我多年来卖出的最常见的反对意见，上面的提示对我有好处。如果您花时间了解自己的前景并彻底了解他们的处境，那么要超越这些抛出的吹风尝试并进行真实的对话应该没有问题。