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Both new and veteran salespeople dread objections. They can be frustrating, confusing and even a little bit scary. But what if you don’t have to handle them? What if you can ask the right questions and objections just don’t show up?

While this might sound like a pipe dream, it’s actually very possible. By preparing your prospect throughout the sales process (and specifically during your initial prospecting call), there won’t be any need to handle an objection.

In this article, we’ll show you how to avoid objections altogether by using the Tilba way of prospecting.

Preparation is key

If you want to avoid commission breath, being proactive about the common objections you know your prospects might have can work wonders.

During the initial screen and qualifying questions of a prospecting call, you should be looking for objections. If you’re not sure what these could be, try using some open-ended questions that will give you insight into your prospect’s needs, such as:

  • Can you tell me about your current situation?
  • What are you looking for in a new solution?
  • What concerns do you have about making a change?

Asking these questions will help you identify any potential objections early on and allow you to address them head-on. Plus, it will show your prospect that you’re interested in their specific needs and will take the time to understand their situation.

There are also various other ways you can prepare for objections, as follows.

Researching your prospect and their company in advance

Knowing who you’re talking to is always a good idea, but it’s especially important when you’re trying to avoid objections. The more you know about your prospect and their company, the better equipped you’ll be to address any potential concerns they might have.

Some things you can research in advance include:

  • The specific pain points they’re experiencing
  • Any recent news or developments within their industry
  • Any changes or challenges within their company

By taking the time to research your prospect, you can proactively address any objections they might have before they even come up.

Use the Tilba way of prospecting

Going one step further, you can even bring up objections yourself. This may sound counterintuitive, but hear us out.

By bringing up objections early on in the conversation, you’re increasing your chances of closing the deal. Why? Because you’re allowing your prospect to address their concerns right away. And if they’re able to do that, they’ll be much more likely to move forward with a purchase.

The best way to bring up objections is to use what we like to call the Tilba method of prospecting. This involves asking your prospect a series of questions that will help you determine whether they need your product or service.

If they don’t have a need, then there’s no point in trying to sell them something that they don’t want or need. But if they do have a need, you can be confident that you’re selling them something they want and that you have a good chance of closing the deal, while being able to take on objection handling easily.

Conclusion

Remember that the more you practice handling objections, the better you’ll become at it. And the more prepared you are, the easier it will be to overcome any objections. So don’t be afraid to experiment and find what works best for you. With a bit of practice, you’ll be a pro at handling objections in no time.

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