Overcoming Objections and Winning the Sale

It’s something we wish never happened, but it’s impossible to avoid – dealing with being told ‘no’ by prospects. It’s a word that we’d like to remove from the sales dictionary, but it’s inevitable.  

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Overcoming Objections and Winning the Sale

Dec 12, 2018

Overcoming Objections and Winning the Sale

It’s something we wish never happened, but it’s impossible to avoid – dealing with being told ‘no’ by prospects. It’s a word that we’d like to remove from the sales dictionary, but it’s inevitable.

What happens next is perhaps, the most important part of being in sales: how you respond.

Listen–Really Listen

Too many salespeople have an automatic response they give after every “no.” And if they’ve delivered it a thousand times, it can come off hollow and robotic, and have nothing to do with the objection just given.

We’ve found, in looking at our salespeople, that the most successful ones first listen thoroughly to the prospect’s reasons for saying no before they try to answer them.

Understanding a prospect’s reasons and motivations is the most important aspect of the conversation. Once you understand them, you’ve got a much better chance to potentially change their mind and overcome their concerns by explaining why your product is different.

Use the “feel, felt, found” method

“I completely understand how you feel, actually a lot of merchants felt the same way, what we found is that…” This is one conversation structure that can help to change a prospect’s mind. Make sure you do understand the common objections, and how your happiest clients have found that TSYS does indeed solve these problems.

Show merchants how you care more about their business performance than closing the deal. This is where TSYS differentiated offerings come into play. Our suite of products, value-added services, and personal support are what makes our agent program stand out.

Don’t be overly aggressive

We all want to close every sale. Unfortunately, that’s not how the sales world works.

A crucial part of the sales process is to keep prospects for the long-term – get comfortable with them, learn what they’re currently doing and assess the situation so that you can stay in touch. Sometimes people think over your offerings and want to learn more later – sometimes a week later, sometimes a year later.

Trying to force the issue immediately can potentially scare away a merchant and lose the deal for you forever. So, take it slow, be patient, and realize that even ‘no’ now may not be a ‘no’ forever. There may come a time down the line when the products are right for them.

Don’t get discouraged

Don’t get discouraged if you don’t close a merchant after one meeting. Sometimes these things take patience.

All agents learn how to tell when a merchant is not going to close, and when they simply need more time. So, nurture these long-term merchants; let them know you’re here to assist in any way, occasionally follow up with them to see if their needs are being met, and show them the latest and greatest product offerings, when appropriate.

Let us be your trusted advisor and help you grow your business. TSYS has Agent and ISO programs available for all stages of growth. Get started now.

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