Vous faites face à des objections de la part de prospects. Comment pouvez-vous les gérer sans paraître trop insistant ?

Si queremos hacer un trabajo efectivo de Social Selling, debemos estar atentos a las objeciones reales de las personas. Esto nos aporta muchísima información de interés, ya que nuestra respuesta irá enfocada a dae respuesta y derribar sus objeciones. Precipitarnos en una respuesta o no saber como encauzar la conversación puede ir en nuestra contra.

I think the most important piece of actually doing objection handling is understanding your own business in detail & then their industry / business. I you don´t really get it, then it is hard to object. I definitely share the 6 steps shared. But I would add on top that you should not compromise to much but create a clear value story for each objection. So if guarantees are an issue think about how you can frame guarantees in a way it suits you and feels what they ask for. Don´t try to follow here, but lead with what makes sense for you as a business. Next, the underlying confidence is important. Don´t be shaky, but clear and concise while listening actively and always recheck-in that you covered their concern.

When I face objections from prospects, I listen closely to understand their concerns but also confidently address them with solutions that fit their needs. It’s important to stay assertive because it shows I’m confident in the value I’m offering, and helps move the conversation forward without seeming overly aggressive. Balancing understanding with a clear value proposition keeps the interaction productive and on track.

Listen and understand the objection fully Let the prospect explain their objection completely without interrupting. Use active listening techniques like nodding, maintaining eye contact, and asking clarifying questions to ensure you grasp their point fully. Effective selling requires truly understanding the prospect's perspective.

When I face objections, I start by listening fully, letting the person express their concerns completely. I acknowledge their point by saying something like, “I understand why you might feel that way,” to show empathy. Then, I ask clarifying questions like, “Can you explain more about what specifically concerns you?” to gain deeper insight. From there, I address the concern with tailored solutions that align with their needs. I also use testimonials or examples of others with similar concerns to build trust. Lastly, I give them space to think about it without pushing for a decision, offering support if needed.

La empatía es fundamental para entender muy bien las inquietudes de nuestros clientes potenciales. Ponernos en sus zapatos nos va a ayudar a encontrar la mejor solución para ellos, además de conectar de una manera más auténtica.

Many times this comes from jumping too quickly to a pitch or an offer vs. taking the time to ask questions and build a relationship with the prospect. Yes, 100% empathize with objections and see things from their POV... but also make sure you've taken the time to learn what problems they're facing. Then tell stories that showcase how you've "been there and done that" to make sure they understand you have real experience that can address their pain points.

Acknowledge the prospect's concerns with empathy, demonstrating that you understand their hesitation. By validating their feelings and showing that you're on the same page, you reduce tension and create a space for open, honest dialogue.

Empathy is your bridge to trust. It’s not about agreeing but about understanding where the other person is coming from. Validating their feelings creates a genuine connection beyond just selling. When you show empathy, it opens doors for a solution-based conversation, not a one-sided pitch. Prospects become more open, not because they’re convinced, but because they feel heard.

Validate their concerns Acknowledge that their objection is valid from their point of view. Avoid being dismissive or confrontational. Phrases like "I can understand why you might feel that way" or "That's a fair point" help build rapport. Using validation to make the other party feel heard.

Lidar com objeções de forma honesta e focada na solução é essencial para construir confiança com o cliente. Ao ser claro e evitar promessas vazias, você demonstra compromisso, sem parecer insistente.

Once you've listened and empathized, address the specific concerns raised by the prospect. Provide clear, concise responses that directly tackle their objections, whether it’s related to price, timing, or product features. Use facts, case studies, or testimonials to support your answers, ensuring you handle objections with confidence and clarity.

Once you've fully grasped the objection, provide clear and thoughtful answers to alleviate their concerns. Instead of dismissing their objections, focus on offering solutions that directly address their needs, which can make your response feel more helpful than pushy.

Sobald ich ein gegenseitiges Verständnis aufgebaut habe, betrachte ich es als meine Chance, aktiv auf die Einwände einzugehen. Ich gehe mit einer problemlösenden Denkweise vor und zeige auf, wie mein Produkt oder meine Dienstleistung konkret helfen kann. Dabei achte ich darauf, klar und verständlich zu kommunizieren, ohne Fachjargon zu verwenden, der Verwirrung stiften könnte. Ehrlichkeit ist mir wichtig; wenn ich keine sofortige Lösung habe, gestehe ich das ein und biete an, eine passende Antwort zu finden. Dieser transparente Ansatz stärkt das Vertrauen und zeigt, dass ich mich wirklich um die Anliegen des Kunden kümmere.

Objections—every social seller’s favorite plot twist. The key to handling them without coming off like a relentless door-to-door salesperson is simple: stop selling and start solving. When a prospect raises a concern, don’t rush to slap a shiny answer on it like a Band-Aid. Instead, lean in and actually listen. Not just nodding along waiting for your turn to talk. Instead of launching into a "but wait, there's more" pitch, ask questions. Get them talking about the why behind their objection. Sometimes, what they say isn't the real issue, and digging deeper lets you hit the right nerve. Finally, offer value that makes their concerns irrelevant.Show them that choosing you isn’t about overcoming objections—it’s about making their life easier.

Instead of pushing for the sale, shift the conversation to how you can add value. Offer tailored solutions that address the prospect’s pain points or business needs. By demonstrating how your product or service can solve their problem, you position yourself as a helpful resource rather than a salesperson focused solely on closing.

Entregar valor ayuda a generar confianza. Para eso es genial compartir casos de éxito, invitarlos a un webinar o un evento o darles algo que les ayude a resolver sus puntos de dolor.

Wirklicher Mehrwert entsteht, wenn man sich wirklich in die Lage des Kunden hineinversetzt und sein Problem aus dessen Perspektive versteht. Es ist wichtig, nicht nur die oberflächlichen Herausforderungen zu erkennen, sondern das eigentliche Bedürfnis zu identifizieren, das der Kunde gelöst haben möchte. Eine gute Vorbereitung auf mögliche Einwände ist dabei entscheidend, damit man überzeugende und maßgeschneiderte Argumente liefern kann. Ein erfolgreiches Verkaufsgespräch erfordert daher sowohl gründliche Vorarbeit als auch eine durchdachte Nachbereitung, um Vertrauen aufzubauen und eine langfristige Beziehung zu festigen.

If the prospect isn't ready to make a decision, gracefully offer to follow up at a later time. Set a clear next step, like scheduling another call or providing additional information, without being overly aggressive. This shows persistence without pressure and keeps the dialogue open for future conversations.

Follow up is crucial in developing a long term partnership. Regarding the objections, you may offer a compelling argument in one meeting but you need to make sure that the message really went through and the potential agreed with your perspective after the meeting ended. You need to asses if that discussion was enough or you need to get deeper into the advantages and benefits of a possible collaboration. Even if the deal doesn’t get through follow up is still needed in order to remain in contact for future needs or maybe recommendation to other potentials for which your solution may fit better.

Throughout the process, remain flexible and adaptable in your approach. Be willing to adjust your offer, timing, or solutions to better fit the prospect’s needs. Flexibility shows that you’re more concerned with finding the right fit for them rather than pushing a one-size-fits-all solution, which can help build long-term trust and relationships.

Was mir in zahlreichen Verkaufsgesprächen besonders aufgefallen ist, sind vorgeschobenen Gründe/ Einwände durch Personen die im Grunde überhaupt nicht entscheiden können oder kein Budget haben, das aber nicht offen sagen. Durch geschickte Fragen, bekommt man das allerdings schnell heraus.