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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
Jun 8, 2015 · Ten New Ways to Handle the “I Need to Think About It” Objection. How do you currently handle it when your prospect gives you the stall, “I need to think about it”? If you’re like most sales people, you might give a wimpy, half-hearted response and then ask when you can call them back. That doesn’t feel too good, does it? Let’s ...
Sep 28, 2023 · Within these categories, there are various sales objections that are specific to your prospect’s business or current situation. In this post, you’ll learn 33 common sales objections — and how to overcome them. “It’s too expensive.”. “We don’t have the budget”. “I can get a cheaper version somewhere else.”.
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- Head of Customer Success
- Michał Włodarczyk
- It’s too expensive. The most common problem salespeople encounter is that a product is too expensive. Be sure not to take the cost to the customer deciding on your service as the starting point of your actions.
- I don’t have the money. As a salesperson, you may also encounter a situation where your potential customer’s budget is not aligned with the costs involved in using your services.
- I cannot afford it this month. This is another variant of the objection: I don’t have the money. If your potential client is genuinely interested in using the services you are offering them, try to find out whether their financial problems are temporary and whether they will want to work with you once they are over.
- I need to spend money on something else. It may also be the case that your potential customer wants to spend the money he has on something else. In that case, you need to convince them that it is your services that will provide them with the best solution to a particular problem or meet their expectations to the greatest extent.
- Identify the three most likely obstacles and ask the prospect to choose one. “That’s totally understandable. Most of our customers need time to think it through.
- Ask for permission to speak candidly. “Hmm. If I believed that you were making the wrong decision, how might I tell you that without you getting upset?”
- Get a reality check. “Most of the time I when hear, ‘Let me think about it,’ what people really mean is ‘No thanks.’ Can you tell me is that what’s happening here today?”
- Request the next step. “Okay, well that makes sense. I think I’d be saying the same to you about now. What should we do next so that I properly understand when and if I should follow up, or just close the file and move on?”
Jan 10, 2023 · Salespeople give rebuttals, or strategic responses, to overcome sales objections, which typically stem from pricing, priority, lack of knowledge, timing, and/or irritation. At each step in the sales process, there are common sales objections that you can prepare for by creating and documenting effective rebuttals.
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Jul 3, 2023 · A sales objection is a customer's stated resistance to making a purchase or moving forward with a transaction. Sales reps often encounter objections like price concerns, competitor comparisons, doubts about product suitability, and bad timing.
