I’m sure you’ve been there before… You’re in the middle of a sales pitch when your prospect suddenly objects. They might say they’re not interested, they need more time to think about it, or they can’t afford it. Whatever the sales objections are, they can be frustrating and challenging to overcome. Sometimes it feels like you’re never going to get past it. But don’t give up just yet! In this blog post, we’ll go over 7 of the most common objections and how you can overcome them.
1. I’m not interested
The first step is to find out why they’re not interested. Are they not interested in your product or service? Or are they not interested in what you have to say?
If it’s the latter, then you need to work on your pitch. Take some time to perfect your sales pitch so that you can explain what you do in a clear and concise way.
If they’re not interested in your product or service, then you need to find out what their needs are and see if there’s a way that you can address them.
2. I don’t have the budget for it
First, ask if they’ve considered the long-term benefits of your product or service. If they have, then the budget can be justified. All you’ve got to do is to show them the benefits (which they already know) in a different light – help them think through how costly it will be for them (i.e. all the good stuff they don’t get to enjoy as a result of using your product or service) if they do not buy. Highlight the tangible benefits of investing in (not just buying) your product or service.
In the event that the amount is indeed over their budget, offer them a payment plan so that they don’t have to pay the full amount upfront.
3. I need to think about it
This is one of the most common sales objections, but it doesn’t necessarily mean that they’re not interested.
The best way to overcome it is by giving them a specific timeline for when you’ll follow up with them again. This will show them that you’re committed to helping them make a decision and that you’re not going to pressure them into anything.
4. I’m not sure if this is the right solution for me
Again, this is another objection where it’s helpful to provide more information about your product or service and how it can benefit them specifically. Ask probing questions to help you identify the root cause of the objection. Address their specific concerns so that they can see that you understand their needs and that you have a solution that can help address those needs directly.
5. I need to talk to my boss/partner/team before making a decision
Respect their decision and schedules by suggesting future dates and times for follow-up calls or meetings. At this point, it is best practice to leave your prospects with additional information about what has been discussed as well as the next steps (which should always include a call-to-action).
Types of content you could leave behind include one-pagers, proposal templates, ROI calculator links, fact sheets, case studies, eBooks, market reports, blog posts, recorded webinars, infographics, etc. Anything that’s going to help move your prospect along in their research journey until they’re ready to commit and buy.
6. We already have something similar
When you encounter this objection, it’s important to find out more about what they currently have and how it’s not meeting their needs. Once you understand their current solution, you can explain how your product or service is different. Demonstrate how you can provide them with a better solution. You can also highlight the benefits of making the switch to your product or service.
7. I’m just too busy right now
Respectfully inquire about your prospect’s upcoming availability on their calendar before leaving additional materials. This provides answerability on both ends and helps keep things moving forward rather than at a standstill. This objection also communicates that the prospect is tight on time and hence, you should overcome this objection by stressing the importance of their time and how your product or service can save them time in the long run.
Conclusion
No matter how prepared you are, sales objections are always going to come up in the selling process. The important thing is not to let them discourage you and to know how to properly overcome them so that you can continue moving the sale forward until you close the deal successfully!
