Don't you Hate it When Customers are in Doubt and Pose Objections?

"Your product doesn't provide the functionality X like the product Y!" - your potential customer opposes you after viewing your product's website.
"Your product works on X, which is said to be not as good as Y." - another one writes.
To get ideas for providing proper answers, read further.

Objections are a whole different concept and they require a different approach.

The truth is that your website visitors are really a click away from your competition. And if you don't seize the moment to prove you are better, they might as well make that click.

Let's assume they have looked around your website and they have reached a certain opinion and perception of your products and company. They compare your characteristics to some other product and come to a moment of doubt. And that is usually the moment when they click the "chat" button on your website to ask you the question.

Any point at which a customer comes in contact with a business creates a
MOMENT OF TRUTH. The moments of truth are called such because you get to proactively define yourself while finding out how much of your assumptions about your products or services are actually TRUE in the eyes of the customers.

How can you deal with them?

Many books for sales state that what separates a great salesman from an average one is the number and quality of answers they have to the objections commonly raised by potential clients.

When your customers have objections about something, in most cases it means that they are interested enough to buy it, but need a solid reason to prove to themselves that the product is worthy. So, you just have to provide the reason. If they weren't ready to buy or were not interested at all, they wouldn't have posed the objection in the first place, right?

Instead of thinking what the right answer will be in the moment of truth, it is best to prepare yourself now:

• First it is important to have in mind the characteristics of your target customers. If you haven't done segmentation so far, now is a good time to define your target segments. There is a lot of free content about that issue you can find on Internet.

• Then, be sure to come up with as many objections you can think of. Write them down. If you have some from previous interactions, it is a great start. Than simply group them according to similar characteristics.

• After you have the list, go one by one and think of as many answers to them as possible. You can do that in one brainstorming session, writing down everything that comes to mind. Then go through them and decide upon the best answer for each objection, suited to each of your target groups.

• You will end up with a list of grouped objections, and the best possible answers to them for each of your target segments.

• Be sure to provide a place to measure the success of each answer, as you use them and up-date your list regularly.
After some period, you can add the objection points - answered in the product's page or in your FAQ part, answering any doubts your clients may have and increasing your sales.