Hi

We defined these as the basic principles of sales:

1. It is an exchange of value agreed upon two human beings. (Your solution in exchange for the client's money.)
2. Handle objections well. (Client should not feel cheated.)

In our example, the digital marketing agency has designed a marketing plan that gets them steady stream of leads.

As per the marketing funnel, the clinic books a call. These leads are interested and have received a lot of information.

Anticipate Objections

Marketing plan sends a lot of information to the target market. That does not mean they will read or remember all the information. Therefore, the sales people have to remind the client about the offer. And they have to anticipate objections.

There are 12 types of objections you will encounter. I am providing some examples of how these objections may be raised. The client can use different words and phrases.

Listen closely, try to understand the real objection behind the words,

1. Your services are too expensive for our budget.
2. I'm not sure how your services will benefit my business.
3. I'm not sure I can trust your company.
4. We're considering other options as well.
5. This isn't the right time for us.
6. We've had bad experiences with marketing agencies before.
7. I don't understand how your services work.
8. I need to discuss this with my team/partner.
9. Do you guarantee results.
10. Your services don't exactly match our needs.
11. Can we look into this in 6 months?
12. We have legal or compliance restrictions that may be a barrier.

A good sales plan will anticipate these objections, and have a plan of action ready for each one of them.

What are some objections you face when you try to sell your services?

Best

Anoop Kurup

(Read old newsletters)