Consider this scenario: you’re pitching your product to a prospect. They’re listening, but they start raising objections. If you know how to anticipate some common objections, understand where they’re coming from, and plan your strategy, you can still land the sale. Here’s 10 objections and how you can respond.
- “It just doesn’t feel right.”
Such a vague statement means that you have to ask more questions. Get enough information to understand what is making the prospect uncomfortable, and then respond. Do not get defensive; talk to them about what they’re thinking and feeling.
- “I’m not the decision maker.”
Try to make sure this doesn’t happen and do it EARLY in the process! Find out who the decision maker is by simple asking and get them involved.
- “It’s not in the budget.”
Reinforce the value of your product and the problems it will solve for the prospect. Point out areas where they may be spending money in an attempt to address the same problems.
- “We can’t afford it.”
Share pricing before your prospect raises cost objections. Any number they throw out could be an attempt to get a lower one. Reason through the costs with them.
- “You need to reduce the cost.”
This is a great buying signal so just stay still and wait, and wait a little more to se how they react (works best in meeting or phone calls of course =). Then ask why they are saying so. Counter by pointing to the product’s value. Don’t drop the price; if anything, add more value points if possible.
- “We need to get something for free or we always buy to reduced prices.”
The same as above. Try to avoid this by pointing again to the value of your product. Giving things away erodes your product’s perceived value. If you concede anything, get something in return – perhaps a longer contract or better payment terms.
- “Work with me or I’ll sign with the competition later today.”
Prepare for this and have your response ready. Or, take a few minutes to decide if you will lose the deal. Offer something back if you must. This is a pressure-based technique intended to get you to make concessions.
- “I’m too busy to deal with this now.”
That indeed could be the case. But this objection can also be a stall tactic. Don’t rush your prospect, but ask questions to find out more about their timeline. Show that you’re willing to give them more time. And think, when are the timing ever great, you always have a lot in the pipeline. If it is important make sure that they make time for you instead of everything else.
- “This may not be related, but…”
Then they ask a question or state something that you have now clue of how to tacle. Instead of coming up with answers, ending up wit just a lot of "blabbering" just ask them, "how important is that we solve ... now". Many times it is not a big thing but only something that came up in their minds while beeing onfocused. Stay on the alert for this kind of language, it can be a deliberate distraction. It can eat up meeting minutes, leaving you without enough time to finish presenting your proposal. Instead steer the conversation back on track to the important parts.
- “Do you think I’m a fool?”
Often, this is directed at a specific point in the proposal. Suggest a short break. Keep your cool. Steer the conversation back to talking about possibilities and solutions.
Remember, an objection means your proposal is still in play. It is a clear sign that your prospect is mentally engaged, and serious enough to seek more information. If you know what to anticipate and have your responses ready, you’ll feel more confident no matter how many objections are raised. Listen carefully to what is being said and to what isn’t; those well-honed communication skills can help you close the sale.
The feeling when you manage to overcome those objection and close that deal
Is there any objections you get and that you feel that you handle very well. Share your tips by commenting and help a fellow sales guy out!