5 ways to provide value & education to overcome sales objections

Mastering the art of handling sales objections can lead to higher closing rates and stronger, long-lasting relationships with clients. Providing value and education is an effective way to address and overcome sales objections. Jeffrey Gitomer, a leading sales expert and author, stresses the importance of offering valuable information and insights to prospects as a means of building trust and credibility.

• Understand your prospect’s needs:
  To provide value and education, it’s crucial to first understand your prospect’s needs, concerns, and goals. Gitomer emphasises the importance of conducting thorough research on your prospects and their industry to identify potential objections and tailor your educational content accordingly. Review the prospect’s website, press releases, and social media channels to gain insight into their business and industry. Investigate the prospect’s competitors to understand their unique challenges and pain points. Use tools such as LinkedIn or industry forums to gather additional information about the prospect’s role and responsibilities.

• Share relevant industry insights and trends:
  Sharing relevant industry insights and trends can help establish your credibility and demonstrate your expertise. Gitomer suggests providing prospects with valuable information that addresses their concerns and highlights the benefits of your product or service. Stay up-to-date with the latest industry news, trends, and research. Curate and share relevant articles, blog posts, or whitepapers with your prospects.Discuss industry trends during sales presentations or meetings, and explain how your product or service can help prospects stay ahead in their industry.
• Offer personalised solutions:
  Gitomer emphasises the importance of offering personalised solutions that directly address your prospect’s specific needs and challenges. By presenting tailored solutions, you demonstrate that you understand their unique situation and have taken the time to consider how your product or service can help them. Analyse the prospect’s needs and concerns to identify how your product or service can provide value. Develop customised presentations or proposals that highlight the benefits of your offering in the context of the prospect’s business. Use case studies or testimonials from similar clients to illustrate the success of your solution.

• Provide educational resources:
  Providing educational resources is an effective way to showcase your expertise and help prospects better understand your product or service. Gitomer recommends offering various types of educational materials to cater to different learning preferences and needs. Create and share informative blog posts, whitepapers, or e-books that address common concerns or objections. Develop webinars, video tutorials, or workshops to provide in-depth information on your product or service. Offer free consultations or product demonstrations to help prospects better understand how your solution can benefit their business.
• Position yourself as a trusted advisor:
  Gitomer highlights the importance of positioning yourself as a trusted advisor rather than just a salesperson. By focusing on providing value and education, you can build trust with prospects and become their go-to resource for guidance and advice. Be genuinely interested in helping prospects solve their problems, rather than just pushing for a sale. Be transparent and honest about your product or service’s capabilities and limitations. Provide ongoing support and assistance, even after the sale is complete.

Providing value and education is key to overcoming sales objections and achieving sales success. By following Jeffrey Gitomer’s expert advice, you can deliver tailored solutions, industry insights, and educational resources that address your prospect’s needs and concerns.

Who is ActionCOACH’s Business Coach Mark Dilks?

Mark Dilks is an accomplished business leader, experienced coach, mentor and business builder. He supports business owners, executives and teams across Milton Keynes, Bedford, Northampton, Luton & Dunstable in all aspects of building profitable high growth businesses; from start-up phase all the way through to maturity and divestment. No matter what challenges you are facing, Mark will invariably have encountered a similar situation previously and will be able to support you to quickly and efficiently overcome your business hurdles by sharing examples of how other business have solved similar problems that you are experiencing. He is motivated, driven, tenacious and is able to get the very best out of all the resources available to his clients and to ensure that the maximum results possible are achieved.