There is no point in sugarcoating it: sales is synonymous with rejection. A salesperson faces rejection every single day, no matter how good their product or service is. If you are selling apps to small businesses, the constant objections can be discouraging. You might be thinking it’s part of the job, and there’s nothing you can do about it. While it is part of the job, you can learn to handle objections in the most productive way. This doesn’t mean telling your prospect they’re wrong, it means helping them come to a different conclusion on their own accord.
In the process of persuading them, Hubspot says it’s important to distinguish between sales objections and brush-offs. “While objections are authentic, brush-offs are excuses. Objections are far more serious than brush-offs.”
Here are the most common sales objections to selling apps and you can handle them:
1. Sales Objections About Price
- “It’s too expensive”
- “There’s no money”
- “We don’t have any budget left this year”
Selling a product or service to small businesses is arguably even harder than selling to big bureaucratic companies. A small business owner will almost always reference their limited budget as an objection. It is your job to help him or her justify the cost. According to Alyssa Gregory, a small business consultant, the best way to do this is by “breaking down your total cost into smaller amounts that are attached to smaller services so the client can see why your price point is what it is.” Most importantly, demonstrate how an app can help the small business save money and increase revenue. After implementation, it will basically pay for itself in a couple of months.
2. Sales Objections About Competition
- “I can get a cheaper version of your product from someone else”
- “I can get a better product/more features product with a competitor”
Find out what is happening below the surface here. Is your prospect also talking to a competitor? Are they using this objection as a way to drive the cost down? Or does your prospect think the competitor offers a better product or price? To counter these objections, focus on the unique value that your app will provide for their business that they won’t be getting from a competitor or an alternative product. For the former, explain how the features you offer compare to the competitors’ offerings. For the latter, show how other marketing and operational projects will not yield the same results. Overall, you need to emphasize its worth, not its cost.
3. Sales Objections About Product
- “I don’t see what your product could do for me”
- “I don’t understand your product”
- “I don’t see the potential for ROI”
- “Apps are just a fad”
These objections are actually requests for more information. Be able to answer these questions in depth, explain exactly how your product can solve specific problems. Use case studies of previous clients to demonstrate how an app provides trackable results and accomplished goals. “Nothing sells quite like hard numbers”, says Hubspot. Furthermore, apps are relatively new when it comes to small business application. Therefore, Go to the full article.
Source:: Business 2 Community