Search results
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
- “It’s too expensive.” Note that this objection is not the same as “We don’t have the budget.” Your response to this objection puts you in 1 of 2 positions
- “We don’t have the budget.” Remember that you’re in this conversation for a reason: Your prospect has a pressing issue that your offering can solve. Their problem needs an eventual solution, and waiting to find that solution will only prolong their pain — and could even make it more severe.
- “I can get a cheaper version somewhere else.” This objection requires a bit of detective work. There are a few explanations and it’s important to find out what you’re dealing with.
- “We’re being downsized/bought out.” Unfortunately, this objection usually means the end of the road. If your prospect no longer has a business, then you no longer have a deal.
- 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.
- 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.
Oct 1, 2024 · Objection handling is the way in which sales reps handle customer concerns and pushback. The goal is for the rep to address their concerns in a way that pushes the sale forward (as opposed to accepting the objection and losing the sale). Why is objection handling important?
Jul 3, 2023 · What is a sales objection? 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.
People also ask
How do you deal with sales objections?
What is objection handling in sales?
What is objection handling & why is it important?
What are some common sales objections?
Do you have a sales objection?
What makes a good objection handler?
Aug 12, 2024 · A sales objection is an explicit expression from a prospect that a barrier exists between the current situation and what they need to engage your services. A prospect who will never buy from you is not thinking to object, they just want to end the conversation. In other words, to object is not the same as to reject.
