Mastering Responses to Frequent Sales Objections

Have you ever hit a snag during a sales call because of an objection? It’s baffling when someone isn’t interested in your awesome offer, right? But don’t worry, we’ve all been there.

Objections in sales are part of the game. They can make us doubt our product or service, but here’s a secret: objections can actually be helpful (more on that soon).

In this piece, we’re going to turn you into a pro at handling objections. Ready to dive in with me?

Key Takeaways:
People object for various reasons, and understanding these reasons can help you overcome objections and close deals. Objections usually fall into one of five categories, each needing a unique approach. The first step is to reframe how you see objections.

Think of objections as small air bubbles in a sinking ship. They reveal minor issues before they become major problems. Each objection is a chance to fix these issues and make your offer stronger.

Remember, objections aren’t mere roadblocks; they’re valuable feedback straight from your audience on how to improve your offer. Practice active listening with your prospects and leave your ego at the door.

Sales are like opportunities to bat in baseball—you’ll get another chance, and you should aim to get better each time. Always learn from your objections. Over time, you can avoid most objections if you handle things right.

However, people will still object. Here’s how to avoid getting caught off guard.

Before we jump into the common sales objections, let’s clear something up. Not everyone will buy from you, and that’s okay. If you can’t genuinely help someone, don’t try to sell to them. Adopt this as your new motto.

If the timing isn’t right or the offer isn’t a fit, plan a follow-up instead. Now, let’s explore the top objections you’re likely to encounter in sales.

1. “It’s too expensive.”
This means you haven’t demonstrated the value (that’s on you). Shift the conversation from price to value (ROI) to show why the cost is justified. Ask your prospect:

2. “I need to think about it.”
You’ve got the information they need to make a decision. Help them out by asking:

3. “I need to consult with my team.”
This indicates you haven’t properly qualified the prospect. Ask:

Arrange a three-way call with the decision-makers to ensure everyone’s on the same page.

4. “We already have a vendor.”
This isn’t the end. Ask:

Address their pain points and highlight what sets your offer apart.

5. “We’re too busy right now.”
They’re saying they don’t see the importance. Ask:

This helps them recognize the urgency and value of your offer.

Objections are beneficial. They help you fine-tune your sales skills and enhance your offering. Stay curious, avoid being defensive, and continually learn from objections. By understanding why people object, you can turn these moments into opportunities for improvement.