6 Most Common Objections You Should Know About
If you are a sales person, I am sure you have experienced one of these objections I am about list below. Objections are a very common occurrence in the sales process. In fact, objections are actually a good thing (in my opinion) because they reveal what is holding your prospect back from becoming a client.
Many people freeze up whenever they hear an objection. Here are some of the most common objections that sales people face every single day.
Time
“I don’t think our team has the time to implement your product/service into our schedule.”
This happens a lot, but don’t worry there are many ways to go about handling this objection. Plenty of businesses do not have a lot of time to worry about implementing a new product into their systems. So as a sales person, you need to inform your prospect about the onboarding process and how you can provide value to them by saving time.
Money
“Hey, this is too expensive for our liking.”
Money is one of the biggest objections that sales people face every day. Sometimes your product does not fit with your prospects financial boundaries which is totally fine. To handle this common objection, you need to provide more value to your prospect. You can do this by showing them how your product/service can benefit them so much that price isn’t even a question in their mind.
Happy With Current Supplier
“We are happy with our current supplier.”
Most businesses usually are already equipped with a current supplier. However, this objection should not get you down in the dumps. The difference between the businesses current supplier and you is trust. You need to build trust with the prospect and show them how your valuable product/service can benefit them more than their current supplier.
Stalling
“I need to think about it.”
Many sales people get this objection…do you know why? They did not provide enough value to their prospect or build any trust. That is the reason many people get this objection. Pour all of your energy into your prospect to build trust with them. Once you have built trust with your prospect, you should show them how your product/service can make them X amount of money in X amount of time.
No Need
“I don’t see the need in using this product/service.”
The reason prospects say this is because they do not have any urgency to buy the product. This is where you come in and help elevate their urgency to use your product/service. In sales, you always want to make the prospect talk more than you (the sales person) by asking open ended questions. So, ask them questions as to why they don’t see the need in using your product/service. Make sure you are active listening to them to make sure you can provide as much value as possible.
Product
“I don’t like x about your product/service.”
It is not the products problem, it is your problem for not informing your prospect with the information they need and want. If they are bashing on your product/service, then you need to do ask more questions and figure out why they have a problem with your product. Once you figure that out, you can inform them on how your product/service should be in their hands.
Overview
Objections can happen at anytime during a sales call and you need to be prepared for that! Do not react with arrogance or anger, but instead reply with respect and confidence. Objections are a sign of engagement, a request for more information, an opportunity to demonstrate ethics, and a chance to build trust. Many people have this idea of objections as being an indicator that their prospect does not want to buy. Get that out of your head. Objections are hints the prospect is telling you in order to get closer to the sale. Never pack your bags when you get an objection and throw your sale out the door by getting nervous or thinking they do not want to buy.
I hope you all enjoyed this blog. Please reach out to me with new blog ideas or with any feedback you have for me.
GODSPEED,
NL