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Sep 28, 2023 · 33 Common Sales Objections (and How to Handle Them) “I need some time to think about it.”. “It’s too expensive.”. “Just send me some information.”. If you’ve ever worked in a sales role, you know that every prospect has an objection. There’s some hesitation or drawback that keeps them from signing on the dotted line.
- Aja Frost
- "Too expensive compared to what?" "Expensive" is a relative term. Are they referring to one of your competitors? Are they referencing what it might cost to not leverage your kind of product or service?
- "How are you coming to the conclusion [product] is too expensive?" This prompts the prospect to break down their reasoning. It offers a better picture of who your customers are and how they think.
- "Are there some boxes we left unchecked?" Give them some space for input. See where you both stand in the transaction. Circle back and make sure the sales process unfolded to both parties' expectations.
- "I hear you. The best products are often more expensive. " According to sales expert Geoffrey James, "a price objection isn't 'real' until the customer has brought it up twice."
- 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.
- Kyle Parrish
- We're not interested. Ah, the “we’re not interested” objection. This is a common one, but it’s not necessarily a bad thing. Just because they’re not interested now doesn’t mean they never will be.
- We're too busy. Don’t allow yourself to be brushed off, even if they are legitimately busy. Instead, take it one step further and ask them when would be a better time to call back.
- We're not sure what we need. This is an opportunity to learn more about the prospect’s needs. By asking follow-up questions, you can get an adequate understanding of their requirements and see if your product is a good fit for them.
- We don't have the budget for that. Budget is always a tricky subject, but everyone has one. This objection is common, but it’s not always accurate. There are ways to work around budget constraints, and you should explore those options with the prospect.
Jan 26, 2021 · Delaying a price discussion (or waiting until asked) only leads to suspicion on the part of the customer. This isn’t to say you should lead with price, but if it isn’t already clear, make sure bringing up the price is something you do early on, once you’ve tackled the three points above. 5. Include price options.
Sales objections can be grouped into several common type: Price objections happen when prospects feel your product is too expensive. They might say, “This costs too much,” or “I can’t afford it.”. Need objections occur when prospects don’t see the need for your product. They might respond with, “I don’t think I need this,” or ...
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Oct 19, 2022 · After analysing over 25,537 sales calls, a study by Gong found the best times to discuss pricing is when you're around 20% and 65% of the way through a call. That’s between 13 and 20 minutes, and 40 and 49 minutes of your call. Points during the call when the price gets discussed — Source.
