How do you handle objections?
There will be times when a prospect objects to your claims. They might think that a competitor's service is better and say so, or they might push back on the statistics you have cited. The interviewer wants to know that you will be able to alleviate any concerns that the prospect raises. If possible, give the interviewer an example of a time when you successfully managed the objections a prospect threw at you.
"If you hire me and we move forward, before making any calls I will talk to your current salespeople to find out what the common objections are that they hear from prospects. This way I can be prepared with rebuttals in mind before I even make my first call. At my last job, an objection I frequently heard from prospects was that the service was too expensive. Since we offered a subscription-based service, I was able to offer varying subscription lengths and tiers to alleviate some of the issues around cost for people. I also heard from a lot of prospects that they didn't have the authority to purchase the service themselves. When this became a recurring problem, I collaborated with my team to figure out better ways to make sure we were targeting the decision-makers at these companies."
Community answers are written by other candidates practicing this set. Reading how others frame the same question is one of the fastest ways to sharpen your own.
Anonymous Answer
I handle objections by ensuring my messaging is relevant to the prospect and that I am speaking confidently. Being direct and consultative as opposed to salesly. Getting to the root of the problem and identifying a solution to an objection. Making the customer think about what it would be like if they were using our product.
Marcie's Feedback
Great! This sounds like a good strategy. You might also mention utilizing active listening to make sure you're truly understanding the customer's objections and reasoning. Also, if there's an example you can cite here of a time when you successfully responded to an objection and ultimately closed the deal, even better! Nice job!