Mastering Responses to Frequent Sales Objections

Ever felt blindsided during a sales call when someone rejects your offer? It’s frustrating because you believe you’re offering the best deal ever, right? Don’t worry, you’re not alone in this. Objections in sales happen to everyone and can leave you feeling disheartened about your product or service. But here’s the thing: objections can actually be beneficial (we’ll get to that later).

In this discussion, we’re going to turn you into an expert at handling objections. Ready to dive in?

Key Takeaways:
People object for different reasons, and understanding these reasons is crucial for overcoming them and closing sales. Objections typically fall into five main categories, each requiring a different approach. The first step is to reframe how we see objections.

Think of objections like air bubbles in a sinking ship; they highlight small cracks before they become major issues. Each objection gives you a chance to patch up these leaks and strengthen what you’re offering. Remember, objections are not just hurdles—they’re insights from your target audience on how your offer can be improved or better positioned.

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 keep improving.

And most importantly, always learn from your objections. Over time, it’s possible to avoid most objections. Here are a few tips to help you minimize them in advance. But even with the best preparation, people will still have objections. Here’s how to handle that without being caught off guard.

Before we go over the common sales objections, let’s clarify something: not everyone will buy from you, and that’s okay. If your offer doesn’t align with their needs or the timing isn’t right, suggest a follow-up instead of pushing the sale.

Now, let’s tackle the top objections you might face.

If someone objects to the price, it means you haven’t shown the value (that’s on you). Shift the conversation from price to value and return on investment (ROI). When you do that, the price becomes less of an issue. Ask your prospect something like:

“What’s the goal you’re trying to achieve?”

From there, highlight the benefits and value that justify the price.

If they don’t have the information to make a decision, remember that you’re the one with the expertise to guide them. Respond by asking:

“What’s holding you back from deciding?”

Again, practice active listening. They’ll reveal their main concerns.

If you hear, “I need to talk to my team,” it means you might not have qualified your prospect properly. Still, you can ask insightful questions such as:

“What would your team need to see for the green light?”

And in this case, setting up a follow-up call with the entire team is crucial.

If they already have another vendor, it’s not over. First, ask:

“What do you like and dislike about your current vendor?”

Address those pain points and emphasize what makes your offer different.

If they say they’re too busy, they’re essentially saying they don’t find it important. Ask them:

“What would make this a priority for you?”

This can help them recognize the importance and urgency of your offering.

Objections are good because they help you improve your sales skills and your offer. Stay curious, never get defensive, and keep learning from the objections you encounter. By understanding why people object, you’ll be able to turn those objections into opportunities for improvement.