How to answer the most common sales objections?
Posted: Sat Dec 21, 2024 4:16 am
You have certainly already experienced the moment when you have in front of you the ideal prospect (ICP for Ideal Customer Profile), for your product or service. You dial his phone number, you finally have him on the other end of the line… Only here, you face a resounding rejection and you don't know how to recover. Good news! In this article, you will discover how to respond to sales objections with finesse. Remember that an objection often shows interest.
First of all, if you gave up after every sales objection, you r pipeline would shrink significantly (well, except for the “closed lost” column) and it’s not in your best interest to stop at the first america cell phone number list objection. The good news is that no matter what you’re selling, objections generally fall into one of the following categories:
Price objections
"It's too expensive"
Price-based objections are the most common ones you'll encounter, because all purchases involve some level of financial risk.
But " Too expensive compared to what? or compared to whom?" It is about understanding the criteria of the person you are dealing with, their limits.
Remember, it's all about ROI, an investment must be imagined over time, you will have to prove to him that the value of your solution (product or service) will save him time and/or money over time
As the person running the business, you will need to think about how to position your product or service and how to demonstrate that value. Especially if it solves a recurring problem for the prospect.
By demonstrating value (perceived or assumed) and describing where your solution will take them, your prospects must be convinced that the reward is sufficient to justify the risk. Finally, remember that cheap products or services ultimately cost a lot.
"We don't have the budget."
“It’s the end of the year and we have no more budget ”
A classic. It is important to dig a little deeper to understand what it means to "not have a budget". A good salesperson asks a lot of questions first and foremost.
Has your buyer exhausted their personal budget for the calendar/fiscal year? Has they shifted the budget elsewhere? Could your prospect find financing elsewhere if you demonstrate sufficient value? Can’t they simply afford it now?
In most cases, the prospect does not need a budget at this stage and salespeople specializing in sales development should use this reality to answer this objection.
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Related article: How to defend your marketing budget
Answer: “Understood. However, we are not looking to conclude a transaction at this time. We would simply like to explain to you what we offer and determine whether or not we can be of assistance to you.
“Can we remind you of the X?”
“This missing marketing budget could very well be an HR budget considering that we are going to train your teams.” Or how to find budget.
“ We can start the work and start invoicing on January 1st of next year. So you don't waste any more time (and money) .”
First of all, if you gave up after every sales objection, you r pipeline would shrink significantly (well, except for the “closed lost” column) and it’s not in your best interest to stop at the first america cell phone number list objection. The good news is that no matter what you’re selling, objections generally fall into one of the following categories:
Price objections
"It's too expensive"
Price-based objections are the most common ones you'll encounter, because all purchases involve some level of financial risk.
But " Too expensive compared to what? or compared to whom?" It is about understanding the criteria of the person you are dealing with, their limits.
Remember, it's all about ROI, an investment must be imagined over time, you will have to prove to him that the value of your solution (product or service) will save him time and/or money over time
As the person running the business, you will need to think about how to position your product or service and how to demonstrate that value. Especially if it solves a recurring problem for the prospect.
By demonstrating value (perceived or assumed) and describing where your solution will take them, your prospects must be convinced that the reward is sufficient to justify the risk. Finally, remember that cheap products or services ultimately cost a lot.
"We don't have the budget."
“It’s the end of the year and we have no more budget ”
A classic. It is important to dig a little deeper to understand what it means to "not have a budget". A good salesperson asks a lot of questions first and foremost.
Has your buyer exhausted their personal budget for the calendar/fiscal year? Has they shifted the budget elsewhere? Could your prospect find financing elsewhere if you demonstrate sufficient value? Can’t they simply afford it now?
In most cases, the prospect does not need a budget at this stage and salespeople specializing in sales development should use this reality to answer this objection.
New call-to-action
Related article: How to defend your marketing budget
Answer: “Understood. However, we are not looking to conclude a transaction at this time. We would simply like to explain to you what we offer and determine whether or not we can be of assistance to you.
“Can we remind you of the X?”
“This missing marketing budget could very well be an HR budget considering that we are going to train your teams.” Or how to find budget.
“ We can start the work and start invoicing on January 1st of next year. So you don't waste any more time (and money) .”