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Sep 28, 2023 · 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
Apr 4, 2023 · “A price objection isn't necessarily a bad thing for sales professionals,” says Sam. “You can use this situation to show empathy and gather more information about the prospect's concerns. Not only does it show that you care about their financial condition, but it also allows you to understand them better and assess how you can help.
Why prospects raise price objections Customers object to price for 3 main reasons: 1. Comparing your product and price to others. 2. Their expectations about the price. 3. Beliefs about the cost and value. When you understand the reasons prospects raise objections such as: It's too expensive... handling price objections becomes a lot easier.
- Don’t bring up the price too early in the conversation. For many potential customers, the price of your product is an important factor when deciding whether or not they will be willing to make a purchase.
- Ask questions to understand your lead’s real concerns. "A lot of the time, price is not the only issue, and it's merely being used as a smoke screen." 🗣️ Tom Searcy.
- Empathise with the lead, but hit on the pressure points. While it’s understandable that you want to close the deal and secure payment, it’s important to put yourself in the consultative position.
- Tap into your leads FOMO. We’ve already talked about the effectiveness of painting the gruesome scenario a business can find itself in, if it doesn’t invest in your product or service today due to price concerns.
- 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).
Dec 7, 2022 · 7. Anticipate sales objections. Ultimately, the most effective strategy for handling sales objections is to predict them. When you are prepared to have objections come up, you’re far less likely to be thrown off your game. Having a set of neutral recommendations to offer prospects when objections arise can keep sales moving.
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Jan 10, 2023 · A sales rebuttal is a strategic response to a sales objection that a salesperson says to the objecting lead in an effort to overcome the objection and move the deal forward. The ingredients of a good rebuttal are an acknowledgment of the objection, which makes the lead feel heard, and a fact-based reason why the objection may be unfounded.
