Sales objections in SaaS sales is slightly different than typical sales objections. The reason is that in SaaS sales you're dealing with things like software, data, users, and feature parity.
I'm going to share with you the secret to handing prospect objections and FUD. FUD stands for, Fear, uncertainty, and doubt.
For example, prospects that are considering leaving their existing solution to yours have anxiety about switching over.
Unfortunately, salespeople either find themselves on the defensive side of handing an objection (which makes any rebuttal sound like an excuse) or they're unaware of existing prospect concerns.
Proactive Objection Handling
I do live in a trailer with my mom.
I do got a dumb friend named Cheddar Bob who shoots himself in his leg with his own gun.
I did get jumped by all six of you chumps.
This was the last rap battle in the movie, 8-Mile, with Eminem (go watch it if you haven't). Eminem pulled one of the best possible moves.
He called himself out, called out the objections before someone else brought them up. When it was the other rapper's turn, he had nothing bad to say because Eminem already called it out.
Almost all prospects have objections and concerns:
How long will it take to get onboarded?
Can you import all of my data?
What if my data gets deleted?
And the list goes on...
So what should you do as a sales rep?
Proactively bring up these concerns.
Sales Rep Proactively Address Objections | Prospect Concerns (AKA Sales Objections) |
"You're probably dealing with so much a VP of sales, onboarding to a new software could be overwhelming..." | Concerned that onboarding will take too long. Rather stay in my current system and reevaluate this when I have more time. |
"If you're wondering whether or not we can import your data from 4 years ago..." | I have years worth of data that is critical for us to import, otherwise, we will stay with our current software. |
"The biggest concerns that clients have (which I'm 100% in agreement with) is, what happens if my data gets deleted...?" | I'm concerned that some of the data will be deleted and if that happens we're going to have a major problem. |
Step 1:
Open up Google Sheets and make a list of common concerns (aka objections) in one column.
Step 2:
List how you can proactively address those concerns in another column (like in the above table).
Two things will happen when you do this properly.
You’ll be incredibly transparent (rare nowadays) and your prospect will love it.
You’ll be more confident by being humble enough to bring it up (while other competitors try to hide it).
Whenever you're ready, there are 3 ways FDTC can help: