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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. In ...
- “You're too expensive.” This objection comes first because it’s a very important one. When a prospect brings up budget as an objection, the underlying story is about the value or return on investment (ROI) they expect to receive from your solution.
- “This isn't a priority right now.” The truth is this: if a prospect tells you to call back another time, he or she doesn't see the value in your solution.
- “I've never heard of you.” Believe it or not, not everyone knows who you are or what your company does. So, without the credibility that comes with a big household name, how do you prove yourself?
- “I don't think we need this.” If a buyer suggests they don’t need your solution, the underlying belief is that they aren’t in pain. In other words, they think the status quo is good enough.
- What Is Objection Handling?
- Sales Objections Almost Always Fall Into 1 of 6 Categories
- Common Sales Objections Based on Price
- Common Sales Objections Based on A Competitor/Relationship
- Common Sales Objections Based on Time Or Resources
- Common Sales Objections Based on Timing
- Common Sales Objections Based on Product/Value
- Common Sales Objections When Your Prospects Are Dragging Their Feet
- Conclusion: When in Doubt, Remember Your ABC’s
Throughout the sales process, you’re guaranteed to encounter objections, questions, and pushback. It’s up to you to overcome these objections and ease your prospect’s concerns. Over time, you’ll identify similar objections and learn how to maneuver and respond (we also have a free objection handling templateto help get you started). In many cases, ...
PriceCompetitor/RelationshipTime/ResourcesTimingPrice is the most common type of sales objection. “What’s this thing going to cost me?” — Every prospect ever Prospects who have every intention of buying will still object to the price and say it’s too expensive, or hint that they’d like it for less. Can you blame them? We all want to get our money’s worth. You can’t give the product away for free...
If you’re in the sales process with a potential customer, chances are they’re shopping around and talking to a few of your competitors, too. They might even have a solution in place already! Prospects in this situation have been through the sales process before. They might have had a bad experience, or have an existing relationship with another bus...
Your potential customers can only get so much done in a day. Depending on their current situation, they might use time or resources as an objection. People are busy, and it’s important to remember that your prospects have other job responsibilities to take care of. You’re bound to come across sales objections based on a lack of time or a shortage o...
You know what they say (whoever ‘they’ are): “Timing is everything.” Whoever said this never worked as a sales rep. Most of your sales prospects will tell you that it’s not the right time. Fortunately for you, the perfect time doesn’t exist. So when your prospects push back on you because of timing, you’ll know what to say. Below are 3 common sales...
If someone doesn’t understand something right away, their first instinct is to dismiss it or stop trying. Sometimes you have to go the extra mile to help your prospects understand what your product does — and what it will do for them. Your sales leads might try to rush you off the phone by saying they don’t get it, or that your offering doesn’t do ...
You know that thing on your to-do list that’s been there for weeks? That thing you know you’ll have to face eventually but you keep putting it off, wishing it would go away? The thing that gives you that lurch of dread in the pit of your stomach because you know you should just get started or get it over with? We procrastinate even though we know h...
If you’re selling anything, you’re guaranteed to face objections and questions. Sales objections are often opportunities in disguise, and your response to the objection makes all the difference. You’ve probably heard the old sales platitude, “ABC: always be closing” — and while that’s a catchy thing to say, it’s also wishful thinking. The sales pro...
- Leslie Ye
- "It's too expensive." Price objections are the most common type of objection and are even voiced by prospects who have every intention of buying. Beware — the moment you start focusing on price as a selling point, you reduce yourself to a transactional middleman.
- "There's no money." It could be that your prospect's business simply isn't big enough or generating enough cash right now to afford a product like yours.
- "We don't have any budget left this year." A variation of the "no money" objection, what your prospect's telling you here is that they're having cash flow issues.
- "We need to use that budget somewhere else." Prospects sometimes try to earmark resources for other uses. It's your job to make your product/service a priority that deserves budget allocation now.
- LAER: A simple framework for thinking about objection handling. The LAER objection-handling model is a foundational element of Jack Carew’s sales training program.
- Why the LAER framework? If you’ve been in any sales role, you know that building interpersonal trust and securing commitment are key objectives.
- A simple example of handling objections. It’s one thing to talk about the theory of handling objections. And it’s another thing entirely to see it in action and put it into practice.
- Implementing your objection-handling framework. The first step in implementing the LAER framework with your team is to secure buy-in, not from your customer, but from the sales team itself.
Oct 1, 2024 · To do so, here are 17 of the most common sales objections. Budget-related objections . Perhaps the most common type of objection is budget-related objections. That includes concerns over the solution’s cost, and the buyer’s budget and financial resources. For example, some of the most common price-related objections include statements like:
People also ask
What if customers never made objections?
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What is objection handling in sales?
Sep 6, 2023 · When you combine these three steps, you create a powerful force that can help you overcome almost any objection. That takes us back to the importance of it all—objection handling is important because it can help you close more sales. More sales = more commission = more money in your pocket = more happiness. Kidding.
