How to Handle the 7 Most Common Sales Objections

Sales success often depends on your ability to understand what is stopping your prospects from making a purchase decision. The goal of a sales person is to anticipate & swiftly remove objections in a convincing manner that will help close the sale.

In this Blogpost, we will talk about the seven most common objections faced by sales people & some interesting ways to overcome them.

Your Price is Too High

“Your Price is Too High” is a very common objection faced by sales people every day.

a) Focus on Selling the Value:

Understand what is valuable to your customer by probing about their needs & goals. Overcome the price barrier by getting into the habit of writing great FAB (Features, Advantages, Benefits) that will connect your solution to the specific needs of the customer.

b) Highlight the Disadvantages of lower priced solutions:

Talk about how lower priced offers from other competitors lack key features that your solution provides.

Explain to your customers how these lack of features can negatively impact their business.

I’m too Busy

Either you called them at the wrong time or they aren’t interested in what you have to offer.

a) Schedule a time to call them back

Tell them that you just need few minutes of their time & ask them the best time to call back.

b) Can I speak with someone else?

Ask them if they could refer you to someone else in the organization that you could speak with & pitch your solution.

Send me some Info..!!

Prospect wants to read about your solution before the call or simply get rid of you.

a) What information should I send?

Tell them that you have a ton of data & would like to ask them few questions before you can send relevant information.

b) What will you do with the Info?

Ask them what they will do with the information. Are they just looking to just read it or maybe forward it to other people? Tell them that it is easier to explain the benefits of your solution over the phone & push for a meeting.

We are already working with someone else.

Talk about additional features & benefits your competitor can’t deliver.

a) Competitive Differentiation

Highlight some of the competitive differentiators of your solution & how it could benefit your prospect. Ask them if their current provider has been able to meet all their business needs.

b) Offer them a FREE Trial

Provide your prospects a Risk Free trial. Ask them if they have an open mind to try a new solution that might be better or more economical than their existing one.

No Budget

Prospect likes your product, but has no funds or Is not convinced with your value proposition

a) Are you talking to a Decision Maker?

Reconfirm if the person you are engaging within the organization is a real decision maker. If he is not the decision maker, try talking to the person who owns the budget.

b) Deliver a cost savings pitch

Talk about how your solution can help your prospect save cost or increase revenue. If the prospects see substantial return on their investments, they would be more than willing to consider purchasing your solution

Never Heard Of You

Establishing Trust & Credibility is of utmost importance

a) Share customer references & case studies

Sharing relevant case studies & having your prospects talk to your existing customers can help boost your chances of closing the deal

b) Offer them a FREE Trial

Provide your prospects a Risk Free trial. Ask them if they have an open mind to try a new solution that might be better or more economical than their existing one

I am not Interested

Prospect does not have a business need or is yet to understand the benefits of your solution.

a) Use the Feel-Felt-Found Technique

Empathize with your customers – Tell them the story about how other customers felt the same way initially, but bought your product after they learnt about how your product could effectively solve their business problem.

b) Are you talking to a Decision Maker?

Reconfirm if the person you are engaging within the organization is a real decision maker. If he is not the decision maker, try talking to the person who owns the budget.