The Complete Guide to Sales Objections (And How to Handle Them)

 The Complete Guide to Sales Objections (And How to Handle Them)

Did you know that there are more than 13 million sales representatives in the United States of America? One of the big components of working as a sales representative is knowing how to handle sales objections and convert an inbound lead into a sale. This sale could come from an existing connection or a new one, but it is difficult to make money without overcoming objections.

This is the part of sales that many people struggle with as it is difficult to learn how to overcome the objections of the sales prospect that you’re speaking with. The good news is that you’ve come to the perfect place to learn more about how to overcome these objections from potential customers.

Keep reading this article to learn more.

It’s Too Expensive

The first big sales objection that you’ll encounter when you’re speaking with a sales prospect is that the goods or services that you’re selling are too expensive and that they don’t fit within the lead’s budget. This is due to the fact that a purchase carries a risk for the potential customer.

It is your job to overcome this objection by demonstrating the value that your goods or services will add to the life of the customer if they invest their money. This puts the idea of the reward they’ll gain into their head rather than focusing solely on the cost or risk.

Lack of Trust

You’ll also encounter many sales prospects that claim that they don’t trust your business and they’ve never heard of you. It should come as no surprise that people choose to do business with companies that they know and like. There are trusted brands that have great reputations and this causes consumers to want to do business with them.

If this is an inbound lead then the potential customer will have at least some knowledge of your company and the goods or services that you provide. Try overcoming this objection by telling them more about your business to see if this helps to kickstart their memory.

If it is a case of them being truthful about having no knowledge of your company then you’ll need to take a different approach. This goes back to telling the customer about the value that your goods and services can provide in their life. This is a huge deal when you’re selling medicare supplements to elderly consumers.

They Don’t Need What You’re Selling

Another objection that you’ll run into is a consumer telling you that they don’t have a need for what you’re trying to sell them. This could seem like an obvious “no” if you look at it from a surface-level viewpoint. The other way to look at it as a chance to provide more insight into what your goods or services can do for the customer.

Make sure that you’re using open-ended questions with the customer to get a better idea of what their reservations are and as a way to evaluate the things that they want or need. This will help you explain how your goods or services are a perfect fit.

No Urgency

It is also likely that you’ll encounter a sales prospect that has zero urgencies when it comes to jumping on your products or your services. They’ll tell you that the timing isn’t good for them to spend the money on your goods or services. From there, you’ll need to ask questions to determine if that is the actual hangup or if there is something else there that is keeping them from doing business.

Start by asking the customer or inbound lead to elaborate on why the timing isn’t right for them to spend money with you. You should also ask what the other priorities are that they feel they need to spend their money on rather than your goods or services.

The potential customer could give you vague excuses rather than solid reasons. You should have a solid opening for showing them why they need to jump at the chance to do business with your company. If worse comes to worst, you should at least schedule an appointment with this inbound lead for a future time and date to see if their priorities have changed.

They’re Not the Decision-Maker

There is another common sales objection where the person on the other end of the phone explains that they’re not the decision-maker in their household. There are actually a lot of benefits that come with this type of sales objection. You should use this opportunity to share more about your company and the goods or services that you provide with the person on the line.

This is a great avenue for a helpful intro with the person that makes the decisions. It will save you time when you do get on the phone with the person that makes the decisions. Make sure you ask the person on the other end of the line if they mind introducing you to the decision-maker.

They Already Have Services Through a Competitor

Another unfortunate sales objection that you’re bound to run into is the potential customer telling you that they’re already signed up for services with a competing company. You’ll want to make sure that you overcome these objections in a unique way that allows your company to stand apart from the competitor. Doing this will make it clear that you provide more value.

This is a tricky objection because people aren’t always open to fixing something that isn’t necessarily broken. This is where you and your sales skills enter the picture. It is on you to start overcoming objections like these. Change the mindset of the customer and sell them on the value that your goods or services provided in their life.

Start Overcoming These Common Sales Objections Today

Sales objections are a big reason why people have difficulties in the sales industry, but it doesn’t have to be that way. There are common sales objections that you’ll face from a sales prospect when it comes to budget as well as knowledge about your company. You’ll also want to make sure that you know how to convince an inbound lead to consider switching to your service from a competitor.

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