If you’re in sales, chances are you’ve come up against your fair share of objections. It’s tough to close a deal when the person on the other end is saying no. But don’t worry, you’re not alone. Check out these 7 common objections in sales and how to overcome them!
7 Most Common Objections in Sales
Right? Wrong. The details of objections you face will be affected by what you sell, but most sales reps face the same objections from their leads.
These are the most common objections in sales. You can either jump down to the most common or work through the entire list.
- Price objections – If you don’t have the budget or the money to buy, there is no way to get a discount.
- Not a good match– The product doesn’t make any sense; too difficult to integrate.
- Not interested – Brushing off, we do not need this, “It isn’t you, it’s mine”.
- Too busy – Can’t talk right away – Send the information in an email.
- Gatekeepers – passing the buck, someone else needs to talk to you, “I don’t have authority”.
- Competition – We’re going with a competitor. Their product has a better reputation, and we’re already in a contract.
- Hard– Not interested, “How did you get my information,” “I hate”.
How to Handle Common Sales Objections
While these tips should help you respond to some typical sales rebuttals, it’s important to remember that each situation is different.
For example, if a potential customer is “just browsing, ” it’s probably best not to try to sell them anything.
Don’t take these suggestions as gospel; don’t just apply them to all sales prospects. Be authentic, and be honest.
Customers often come up with objections to buying expensive items, such as furniture and technology. These usually stem from the customer being unsure about the purchase, not interested, or not ready to make a purchase.
While respecting your customers’ decision to wait on making a purchase, sometimes you can gently remind them of why they should make the purchase.
Overcoming No-Budget/Too-Expensive Objections
Dealing with a price objection can be tricky, but it’s important not to get defensive. Remember, the customer is buying value, not the price. Dig deeper to find out what their hesitation is.
When someone objects to the price of your product, it’s important to try and understand the root of the objection. Often, people use price as a defense mechanism to hide their real concerns. You can better address any underlying issues by getting to the bottom of the objection.
The ‘Not a Good Fit’ Objection Handling
When people tell you you’re not a good fit for them, it’s hard not to take it personally. But what are they trying to say?
“It isn’t you, it’s me” is a cliche, but these responses often mean “I don’t feel like buying from you at the moment.”.
What are some critical questions you can ask to gain a better understanding of what’s holding your prospect back? When you feel like your prospect is trying to push you off the sales call, what are some prepped responses you can use?
Overcoming the Not Interested Objections
These objections are a little different from the “not a fit” above because the caller isn’t hiding behind any excuses.
When someone tells you they are not interested, it means they have at least one reason why they don’t want what you are selling.
To combat the apathy or disinterest of your prospects, you need to have some solid, factual reasons why they don’t think they need your product.
Change their perspective so the conversation goes your way.
Overcoming the Too Busy to Deal With You Objections
Your leads always tell you they don’t have time to talk to you, but why?
Many of your callers’ objections to scheduling a meeting are merely a cover for their real issues. To get to the root of these, you need to ask more probing questions about their concerns.
You also need to be open to following up and learn not to leave things open-ended for too long. If you want me to invest my time in you, you must be willing to do the same.
How to Deal with the ”Passing the Buck” Objections
What’s the best way to get past the gatekeeper when they refuse to pass you on to the decision maker?
Many sales reps believe that their prospect is “passing the buck” – that the prospect is refusing to decide because the decision is out of their control. But we know this isn’t the case.
If your target contact refuses to let you speak to their boss, try pointing out how ridiculous their excuse is. Remind them of the benefits your product or service can offer their company. They may be willing to reconsider and allow you to speak to them by showing them how silly their reasoning is.
Overcoming the Competitor Objections
What you can change, however, is your lead’s perspective on value. Although it may be difficult to combat these sales rebuttals, it is still possible to do so. Your competitor may be offering a more advanced feature package or a cheaper price, but there is always something you can do to change the perspective of your lead when it comes to value.
What you can do, though, is change your prospect’s perspective of value.
The number one way to counter these sales rebuttals is to maintain a strong, positive, and confident attitude. Don’t let yourself be bullied into giving in to a customer’s demands.
The second step is finding an area where your product or service is superior to your competitors and showing it to your lead.
How to Deal With a Hard No
If your prospect is acting rudely, it can be tough to keep going. But, even if your conversation is over, it might not be over!
When you encounter a hard “No” objection from a prospect, you must remain persistent and push through their concerns. By following up with convincing arguments, you may be able to change their mind. It’s also crucial not to give up when the situation looks hopeless.
While selling, you’re bound to run into sales objections. These can seem like opportunities, but how you respond to them will make all the difference. This post has discussed the most common objections in sales and some tips for overcoming them. With this knowledge under your belt, you’ll be able to close more deals and achieve your bottom line!