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Overcoming Objections Tip #1: Your price is too high.
Salespeople tell me all the time, “I’m fighting price.” The challenge is that once you hear “Your price is too high,” you’re already in deep trouble.When it comes to overcoming objections in sales, objections about price are the most dire. That’s because they mean you haven’t shown enough value throughout the sales process to justify the price of your product or service.
Overcoming Objections Tip #2: This isn’t a good time.
Depending on when you hear this objection in the sales process, your response will be different.If you hear “This isn’t a good time” later on in the sales process, it means you either haven’t done a good job asking questions to understand the importance of the decision to the prospect, or you’ve failed to understand their decision-making process.
Overcoming Objections Tip #3: You should discuss this with my subordinate.
We’ve all heard some version of this. We’ve all called high up at an organization and had a conversation with a high-level prospect, only to hear, “You know what, this actually isn’t a good conversation for me. You should really talk to my employee or my director of ______.”
The key to overcoming objections like this is to avoid them in the first place.
Overcoming Objections Tip #4: Can you call me back next month?
When it comes to overcoming objections, this is one of the most common blow-offs that salespeople get from prospects. If you’ve gotten this objection, it means that leading up to that point, the prospect has not seen enough value to have a conversation with you right now.
Before we ever hear “Can you call me back next month?” we want to be digging into what the prospect cares about. We want to be asking about key challenges. We want to be asking about what they’ve done up until now. We want to be trying to understand the cost of their challenges.
Overcoming Objections Tip #5: We don’t have the budget.
We’ve all been here, right? When a prospect says, “We don’t have the budget,” every salesperson’s heart sinks. If you’re getting to this point, one of two things are happening. Either you’re talking to a prospect who is too low-level to really have access to the budget, or you haven’t shown the prospect enough value up until that point in the conversation.
Overcoming Objections Tip #6: I’d like to think this over.
Think-it-overs are really painful. Sometimes, they’re reasonable, such as when the decision is important and the prospect needs to discuss it with their board of directors as part of their typical decision-making process. In that case, you just want to be sure to schedule a clear next step in the form of a phone call or a meeting.
Overcoming Objections Tip #7: I need to run this by some other people.
If you hear this objection, and you weren’t expecting it, then you really messed up. You should always know the ins and outs of your prospect’s decision-making process before you ever present a solution. During the discovery process, ask questions like, “What’s your decision-making process typically like for this kind of decision?” Make sure you understand who is involved and how many people need to be included in the decision. That way, before you give your presentation, you can makes sure everyone who needs to be included can be present. This can help you avoid someone saying, “That presentation was great! But I still have to run it by my boss and three of my co-workers.”
There you have it. Now you know 7 proven tips to overcoming objections in sales that you hear constantly. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.