Negotiation Strategies for Overcoming Objections


Sometimes when negotiating a sale, there are objections. But an objection isn’t necessarily a bad thing. It often means your prospect is interested in your offer. There are negotiation strategies for overcoming objections. And in addition to solving these problems objections can be avoided in the first place. But as you develop more as a salesperson you come to incorporate them and make effective negotiations.

Get to it first

You will gain some experience when presenting your product or service for a while. You should be aware of the common objections customers have to your product. Therefore you should adapt your presentation to accommodate answers to those objections. Thus you’d be solving the problem within your presentation. If possible don’t give customers an opportunity to shoot holes in your presentation with objections. Repeat possible objections a few times and the solution to solving the problem the objection would arise from. And by doing this you are reaffirming value. If you are negotiating with someone who is a representative, then it is good idea to prepare a list of solutions and answers to questions and objections the final decision maker might have.

Listening is Key

Sometimes we may become reluctant to listen because of the pride we have in our in product. And we are quick to respond to objections. Silence is golden, resist the urge to respond and listen. Sometimes a comment can be misunderstood as an objection. The customer will see your silence and know you are thinking about their comment, give them time to talk and think through their own comment. Often times they will answer their own questions.

Say “thanks”

Thank the customer for comments they make. When they make an objection they are actually sharing their point of view on the product. The worst thing you can do to anyone is reject or negate their point of view. You are not trying to win an argument you trying to win a sale.

Connect and Empathize

A customer will appreciate a caring individual who tries to understand and relate to them. Empathize with your customers, but be careful when doing this since most people can tell when someone is not sincere. A simple way to demonstrate this is by using the “feel, felt, found technique”.

For example; “I understand how you feel”, “others have felt the same way” “until they found ‘this’ to be relevant for their problem”. When using this negotiation tactic be careful, because some people are aware of it and will know what you are doing right away. So once again I emphasize the importance of being sincere.

Dealing with objections can be difficult. And often times uncomfortable. No one wants to deal with them and as a salesperson it is unrealistic not to expect them. When dealing with objections keep in mind that an objection isn’t a ‘no’. It is a disagreement, or misunderstanding about a certain aspect of your offer. As a salesperson, you should address the objection directly and attempt to find a solution that you and your customer can be happy. Incorporate these negotiation techniques as a part of your negotiation strategies.