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Sep 28, 2023 · Price. Competitor/Relationship. Time/Resources. Timing. Product/Value. Dragging their feet. 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”
Jun 28, 2021 · To help sales reps ease the concerns of potential customers, the members of Forbes Business Development Council offer advice on practical ways to deal with objections without losing the...
- Gratitude. Say “Thank You!” Always thank your customer when they put an objection in front of you because this is an opportunity to address it and move on with your deal.
- Empathize. Empathy is a way to connect with your customer on a personal level, show you care and that you’re listening. All of us have had to say “no” at one time or another, and in business, you’re not always speaking to the decision maker.
- Let the Discovery Begin. Now that you’ve begun to diffuse the situation, take your time to uncover what’s really going on. Good customer discovery always focuses on asking open-ended questions.
- Ask, Probe, Confirm. Now that you’ve got the questions flowing, it’s important to keep the conversation moving further and deeper. As the customer responds to your open-ended questions, you should probe further by asking more questions about what they’ve just said.
- 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.
- 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).
Sep 6, 2024 · A customer objection is any concern, hesitation, or challenge a customer raises during a sales or service interaction. These can stem from a variety of factors, including price, product features, perceived value, or previous experiences with your company. Recognizing and understanding objections is the first step toward addressing them effectively.
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Jun 11, 2021 · To handle sales objections, follow these four steps: encourage and question, confirm understanding, address the concern, and check. Let’s walk through each step in detail. 1. Encourage and Question. When you get the "too expensive" objection, your first instinct may be to lay out the ROI of your solution.
