Mastering Responses to Frequent Sales Objections

Ever felt thrown off during a sales call by an objection? It’s baffling, right? How could someone not want your amazing offer? Don’t worry, it happens to everyone.

Objections in sales are a given. They often leave us questioning our product or service. Surprisingly, objections can be beneficial. In this article, we’ll turn you into an objection-handling pro. Ready to dive in?

Key Points:
People object for various reasons. Understanding these reasons can help you overcome objections and close sales.

Objections fall into five main categories, each requiring its own approach. But first, let’s reframe how we view objections. Think of them as air bubbles in a sinking ship, revealing small cracks before they become big problems. Each objection is a chance to patch a leak and improve your offer.

Remember, objections provide insights from your target audience on how your offer can be better positioned or improved. Set your ego aside and actively listen to your prospects. Sales are like at-bats; you’ll get more opportunities, and it’s crucial to improve each time.

Key reminders:
1. Keep learning from your objections.
2. Over time, you can avoid most objections by addressing common issues in advance.

Despite your best efforts, people will still object. Here’s how to handle those moments.

Before tackling common sales objections, let’s get one thing clear. Not everyone will buy from you, nor should they. Adopt the motto: “If you can’t help someone, don’t sell to them.” If the timing or offer isn’t right, pivot to a follow-up.

Common Objections:

1. Price Objection: If someone objects to the price, you haven’t shown the value effectively. Shift the conversation from price to value (ROI). Ask your prospect:
“Can you see the value this offers compared to the cost?”
Then, highlight the benefits that justify the price point.

2. Information Objection: Prospects may claim they don’t have enough information. You hold the key to guiding them. Ask:
“What specific information do you need to make an informed decision?”
Listen actively; they’ll share their real concerns.

3. Decision-Maker Objection: If you encounter the “I need to talk to someone else” objection, it means you haven’t qualified the prospect properly. Ask thoughtful questions such as:
“Can we arrange a call with your team?”
Ensure you set up a follow-up call during the current conversation.

4. Competitor Objection: If a prospect already has another vendor, don’t worry. Ask:
“What issues are you facing with your current vendor?”
Address those pain points and highlight your unique advantages.

5. Time Objection: If they’re too busy, it means they don’t see the importance. Ask:
“What would change if you delayed this decision?”
Help them realize the urgency and value of your offering.

Embrace objections as opportunities. They help you improve your sales skills and your product. Stay curious, avoid being defensive, and keep learning from each objection. By understanding why people object, you can turn these moments into chances for improvement.