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Dec 7, 2022 · Objection handling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that alleviates those concerns and allows the deal to move forward. Objections are generally around price, product fit, or competitors.
- Leslie Ye
- “I don’t want to sign a long contract”
- “We’re using your competitor” When a prospect raises the objection, “We’re using your competitor,” it can be discouraging for salespeople.
- “(Competitor) is cheaper” When a prospect objects by saying that a competitor is offering a cheaper price, it’s important for salespeople to address this concern effectively.
- “I don’t see any ROI potential” When a prospect raises the objection, “I don’t see any ROI potential,” it means they are unsure if your product or service will provide them with a good return on their investment.
- “It’s too expensive.” Note that this objection is not the same as “We don’t have the budget.” Your response to this objection puts you in 1 of 2 positions
- “We don’t have the budget.” Remember that you’re in this conversation for a reason: Your prospect has a pressing issue that your offering can solve. Their problem needs an eventual solution, and waiting to find that solution will only prolong their pain — and could even make it more severe.
- “I can get a cheaper version somewhere else.” This objection requires a bit of detective work. There are a few explanations and it’s important to find out what you’re dealing with.
- “We’re being downsized/bought out.” Unfortunately, this objection usually means the end of the road. If your prospect no longer has a business, then you no longer have a deal.
Aug 12, 2024 · 1. Perceived lack of value. If a prospect doesn’t see the value your product or service can provide to them, they’re likely to object. It’s crucial to communicate the unique benefits and value proposition clearly and concisely.
- 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).
Mar 13, 2023 · By listening actively, addressing objections effectively, and building trust and rapport with the prospect, you can turn objections into a positive opportunity to close the sale. Learn how to handle 20 of the most common sales objections with confidence using our proven responses and strategies.
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Sep 6, 2023 · What you'll learn: The different types of sales objections. Why objection handling is important. How to handle sales objections (w/interview with Leslie Venetz) How to respond to common sales objections (21 examples) Key takeaways. How Mixmax can help you close deals.
