Objection handling is always in the top 3 topics we are asked about daily. Â Sometimes it’s because it seems like the ‘objection’ is what’s holding up a sale. Often it isn’t.
There are steps you can take to ensure you are prepared and ready so that the client sees you as the Trusted Advisor, the Leader in your field, the subject matter expert.
What’s your mindset like? know your own feelings about that objection – do you agree with the client? Are you sold on your offering? Are you sold on the price?
Are you prepared for this meeting?  Have you thought of all the objections likely to come up and prepared for them?
Overcoming objections is the key to helping your client see the value and purchase what you have.
As a salesperson, dealing with objections is a part of the job. It’s important to understand the objections raised by clients and be equipped with effective strategies to overcome them. Here are 10 common client objections and tips for overcoming them.
If you have done your meeting right (90% of them time them talking and only 10% you showing the solution) then they should be at the same pace as you and ‘sold’ along the way, the trust is there, they see you as the authority, they see that you can help them. It’s imperative you get to this stage so that when you handle any roadblocks they understand you are there to guide and educate them.
- “Your product is too expensive.”
Emphasize the value of your product and the benefits it offers that make it worth the investment. Highlight the cost savings, improved efficiency, or increased revenue that the product can bring. Offer to create a customized solution that fits their budget.
- “I’m happy with my current provider.” Ask open-ended questions to understand what they like about their current provider and what they are looking to improve. Address their concerns and show how your product is a better fit for their needs.
- “I need to think about it.” Provide additional information and resources that can help them make a decision. Ask if there’s anything specific they would like to know more about. Set a follow-up meeting to see if they have any additional questions or concerns.
- “I don’t have the budget for it right now.” This might be a curved ball. If its real then provide a clear understanding of the long-term cost savings and return on investment. And if you really want the business see if there is financing options or suggest ways to allocate funds to make the investment feasible.
- “I don’t have time to implement it.” Offer assistance in implementing the product, including training and support services. Explain the time-saving benefits of the product and how it can help streamline their workflow.
- “I need more features.” Ask what features are important to them and how they are being used. Highlight the features that are included in your product and offer solutions for adding additional features if necessary.
- “I don’t see the need for it.” Ask questions to understand their current processes and challenges. Show how your product can solve their problems and improve their business operations. Provide case studies and examples of similar businesses that have seen success with your product.
- “I don’t understand how it works.” Offer a demo or hands-on training to help them understand the product. Provide clear and simple explanations of the product’s features and benefits.
- “I don’t trust your company.” Address their concerns and provide references and testimonials from satisfied customers. Offer a free trial or money-back guarantee to demonstrate your confidence in your product.
- “I need to run it by my team.” Usually a defer technique, so watch this. Are they actually sold on what you have to offer? If it’s genuine then ask when they plan to make a decision and set a follow-up meeting to discuss their team’s feedback. Provide additional resources and information that can help their team make an informed decision.
ok a few bonus ones thrown in here
- “I’m not ready to make a decision yet.” Ask when they expect to be ready to make a decision and set a follow-up meeting. Provide additional information and resources that can help them make a decision.
- “I don’t see the ROI.” Provide a clear understanding of the return on investment and the long-term cost savings. Offer to perform a cost-benefit analysis to show the potential financial impact of the product.
- “I’ve had a bad experience with similar products.” Address their concerns and provide examples of how your product is different and how it can solve their problems. Offer a risk-free trial or money-back guarantee to demonstrate your confidence in your product.
- “I want to shop around.” Ask if there’s a specific deadline for making a decision and set a follow-up meeting. Provide additional information and resources
To find out more about objections, check out our masterclasses where we frequently have 30 min free sessions on How to Turn an Objection into a Sale >>>
