5 Common Sales Objections And How To Handle Them

Small business handling common sales objections

So you’ve perfected your lead generation strategy, and you now have plenty of prospects coming in whom you can send through your sales pipeline.

Geat job!

But imagine trying to call a prospect only to be rejected repeatedly. These are sales objections.

If you didn’t know how to respond to a potential customer’s rejection, you would fail to make the most of your acquired leads.

Simply put, you need to anticipate a sales objection to be able to turn that objection into a sale.

If you have been in sales for a decent amount of time, you have likely seen patterns of similar objections.

By knowing how to respond to the most common objections, you will know what is going on in the minds of potential customers and have the ideal response.

Let’s find out the most common sales objections you are likely to come across and how to respond to them.

The price is too high.

All products and purchases will have a price tag associated with them. It makes sense that the price is the most common objection you will come across.

A good salesperson knows how to highlight the value that the customer will get from the product.

In this way, you convince the buyers that it is worth spending on your product.

I’ve never heard of your business before.

As soon as you hear this one, you know that the prospect is questioning their trust in your company. People prefer to buy products from companies and businesses they know and trust.

In this instance, you should have a good understanding of your company’s position in the market and share this information with your prospect.

Also, it is a good idea to use your elevator pitch and show your clients how they get value from the products.

It is not something I need right now.

One thing to always keep in mind as a salesperson is that some people might not want to be approached at that time.

They may have other engagements and could also tell you this just to brush you off.

This is precisely why you should find out whether they really don’t need the product at the moment or they are just brushing you off.

You can find this out by asking the prospect to tell you about any competing products that they are using.

If they cannot provide you with a quick and direct answer, you may have an opportunity to convince them of how your product offers value.

I don’t understand how this will help me.

If you hear this, you should be happy as this objection offers an opportunity for you to speak more about your product and how it can benefit the customer.

But this is also a double-edged sword.

How? You might wonder. Well, because you will get the chance to offer more information, you will also gather information about your customer.

You can then use this to evaluate their needs further.

This looks pretty complicated.

If it is true that the product or service that you are offering is complicated, then it can be challenging to convince the prospect otherwise.

Clients should never complain that your products are complicated. This should alert your company to a potential problem that could discourage customers from using your products or services.

There are two ways of solving this issue.

First off, if the prospect is finding the product too advanced for their liking, you may need to find other opportunities.

Secondly, you may need to find out if the prospect just hasn’t understood the product and, in this case, find an easier way of explaining it to them.

Final Thoughts

Having solutions and responses to common sales objections will mean the difference between closing a sale or not.

If customers still say no even after your responses, then let them go and move on to a new prospect.

The goal of having responses to sales objectives is to give you an edge over the progression of the pitch and to close a deal.

Contact us online or call (561) 247-2776 today for help overcoming common sales objections and increasing your bottom line.