Mastering Responses to Frequent Sales Objections

Have you ever faced pushback during a sales call? How can anyone not want what you’re offering, especially when you believe it’s the best out there? Don’t worry, it happens to everyone. Objections in sales are inevitable and often leave us feeling a bit down and second-guessing our product or service. But here’s the good news: objections can actually be beneficial.

In this issue, we’ll turn you into an expert at handling objections. Ready to dive in?

Key Points:
People object for various reasons, and understanding these reasons is crucial to overcoming objections and closing sales. Typically, objections fall into one of five categories, each needing a unique approach and strategy. First, let’s reframe how we see objections. Think of them as air bubbles in a sinking ship – they show you small issues before they become big problems. Each objection gives you a chance to fix these issues and make your offering stronger.

Remember, objections aren’t just obstacles; they’re direct insights from your target audience on how your offer could be improved or better positioned. It’s important to put aside your ego and practice active listening with your prospects. Sales are like “at-bats” in baseball: you’ll get another chance, and you need to get better each time. Always keep learning from your objections. Over time, you’ll be able to avoid most objections if you address common concerns in advance. However, objections will still occur. Here’s how to handle them effectively.

Before we jump into the common sales objections, keep in mind that not everyone will buy from you. And that’s okay. If the timing or the offer isn’t right, pivot to a follow-up. Now, here are some top objections you’re likely to face in sales:

If a prospect thinks your product is too expensive, it’s a sign you haven’t shown them the value. Shift the conversation from price to value, focusing on the return on investment (ROI). This way, price becomes less of a sticking point. Ask your prospect how similar investments have impacted their business to showcase the value and benefits of your offer.

Sometimes prospects don’t know what they want. It’s your job to guide them to the right choice by asking questions and actively listening to their responses. If a prospect says they need to discuss with their team first, it means you haven’t properly qualified them. Ask thoughtful questions to understand their decision-making process and try to schedule a follow-up call with all decision-makers present.

If a prospect already has a vendor, it’s not the end. Ask about their current vendor’s pain points and highlight how your offering is different and better. If they’re too busy, it means they don’t see the importance of your offer. Ask about the consequences of not addressing their current challenges to help them realize the urgency and value of your solution.

Objections are good because they help you improve your sales skills and your offering. Always stay curious, avoid being defensive, and never stop learning from objections. By understanding why people object, you’ll learn how to turn those objections into opportunities for improvement.