Search results
- “Let me think about it” This is one of the most common sales objections we always hear. Although your prospect might actually be thinking about the solutions that you’re offering, there could be a chance that they’re just stalling and you need to make sure they’re not doing that.
- “Not interested” Ouch. Seems like one of the lines that will make you give up and move on to the next prospects so you don’t waste time right? Not yet.
- “What’s your guarantee?” Nothing is ever guaranteed. Even insurance companies have a fine print with their guarantees and so should you. When a prospect asks for a guarantee make sure that you’re able to deflect it well and talk to them frankly.
- “Why do I need to get on a call with you? Why can’t you tell me now?” This applies to prospects you’re communicating with via messages or email, and their questions do make sense.
1. Maintain a Running List of Buyer Objections You have probably run into similar questions or concerns across calls. Start grouping them into a running list of objections. Every time you hear a new one, add it to the list. Write out your response to that objection and practice the back-and-forth dialogue.
- Handling Objections
- An Effective Method For Objection Handling – Laer: The Bonding Process®
- Why Is Objection Handling Important?
- Types of Sales Objections
- Handling Objections Will Help You Sell Better
- Overcoming Objections Can Become Your Best Sales Skill
Handling objectionsis a natural, frustrating fact of sales life. Carrying out the process involves certain actions and skills that every salesperson should have a grip on. Those include having situational awareness, accruing background information, leading with empathy, and asking thoughtful, open-ended questions.
A proven and effective method for objection handling is Carew International’sLAER: The Bonding Process®. LAER involves four steps — Listen, Acknowledge, Explore, and Respond. When confronted with an objection, the first requirement is to listen to it. This demonstrates to your customer that you are interested in their concern and care about what th...
Nothing is more dangerous to a deal than letting sales objections go unaddressed until the final stages. The longer the buyer holds an opinion, the stronger that opinion usually is — and the harder you'll have to fight to combat it. With this in mind, welcome objections rather than avoiding them. You can proactively find them as well by periodicall...
As I touched on at the beginning of this article, most sales objections stem from some kind of "lack" — and they typically come from a reasonable place. Prospects who raise objections generally point to the fact that they simply can'tbuy right now. But those "lacks" are often misplaced, and if you know what you're doing, you can usually find ways t...
Objections are an inevitable part of sales. Some are legitimate reasons to disqualify the prospect, while others are simply an attempt to brush you off. But as long as you're familiar with common objections and equipped to answer them, you'll be able to distinguish between prospects who have the potential to be good customers and prospects with who...
As a sales professional, you'll hear no a lot more than you hear yes. But that can be where the fun is. Every no is a step toward learning more about your prospect and helping them solve problems with the product or service you're offering. Objection handling helps you learn how to get to the root of your prospects' issues. With a little assist, yo...
- Leslie Ye
- “I can’t afford it.” Now, this one is a pretty straightforward objection. You can’t sell to someone who truly cannot afford it. Here’s where asking for further reasons as to why they can’t afford it, figuring out whether they can afford it but would prefer to be sure of their investment gives a window of opportunity that didn’t exist before.
- “It’s too expensive.” A sales objection involving the price being too high almost always indicates the chance of persuading your customer that it’s worth the price.
- “Your product is more expensive than the product I’m currently using.” Any sales objection involving your competitor’s product gives you a good chance of making the shift to your product.
- “I don’t want to or can’t afford getting stuck in a contract.” Any sales objection involving contracts as a reason can easily be circumvented by customizing the contract to meet your customer’s needs.
- It’s too expensive. Pricing objections are some of the most common—and trickiest to handle. When someone says your offer is too expensive, what they’re really saying is that they don’t think it’s worth the investment.
- This isn’t a priority right now. Oof. You probably hear this one all the time. What the lead is really saying is that they don’t even want to consider purchasing what you’re selling.
- My boss won’t approve this. Are you getting blocked by someone who isn’t even the decision-maker? You need to win them over so that they’ll help you sell your solution to the person who can approve it.
- We don’t have the budget for this. This is similar to other price objections, but it has a slightly different flavor. When someone says this, they’re probably interested in what you sell and think the price is right, but they just don’t have the money to invest in it right now (or they think they don’t).
Jan 10, 2023 · Sales Objection Type: Irritation. There are many legitimate reasons why a customer may want a refund, and if a product breaks and/or is covered by a warranty, then obviously you don’t need to worry about rebutting. This example is for those customers that are asking for a refund because they don’t like a product or service. Example Sales ...
People also ask
How do you handle sales objections?
What are sales objections?
How do you handle a customer objection?
Should you listen to sales objections?
How do you address objections in sales engagement?
What is a customer objection?
Jun 28, 2021 · 3. Handle It Before It Happens. Sometimes the best way to handle an objection is before it even happens. Do your homework, lead with listening and know your client's most common objections.
