3 Most Common Sales Objections and Proven Ways to Overcome Them
Benjamin Franklin said there were only two things certain in life: death and taxes. Personally, I’d add a couple of more positions to the list but for the worth of this article I’ll limit myself to only one: sales objections. Don’t even get me started on telesales in specific.
The good thing is that sales objections can be overcome, just as any other objections actually. All it takes is some practice in taking “no” as an answer rather than pretending you didn’t hear and continuing your talk.
“An objection is not a rejection; it is simply a request for more information.”
– Bo Bennett.
So what are the most common sales objections?
Let’s take a closer look at the most frequent sales objections reps face together with ways to overcome them.
‘It’s not the right moment to talk.’
Is there ever a good time for a call with a sales person? You’d think “not”, but actually there are studies proving that there are certain times during the week that people are more likely to pick up the phone and have a meaningful conversation with a sales representative.
Following research by LeadsResponseManagement.org, it’s best to make cold calls either between 8 and 9 am, or in the afternoon when we most likely pack our stuff from and count minutes to get home from work, that is around 4-5pm.
Days of the week are equally important. Did you know that the best days for calls are Wednesdays and Thursdays? Alright, but that’s not a complete solution for time objection – that only works as a precaution.
What should you do when this objection hits you right between the eyes then? The best option would be to empathize a little bit, relate to the lead’s or client’s situation, and schedule another call for more convenient time. You can easily add a reschedule while still on the call if you use a cloud telephony tool like CrazyCall. Read this post to learn more about this feature.
‘We’re not interested in your offer.’
Well, this sale objection is a little bit more complicated, as there’s more than one reason behind it. Here’s a few most obvious ideas. So the person you’re calling either uses something different, doesn’t require such product or service at all, or doesn’t have enough money to invest in your solution.
Let’s focus on them for a minute:
‘We use a different product.’
If the person you’re calling is happy with the product he or she already uses, well, then there’s not much you can do. You may try to present your product as better option, but that could bring no result. And it could potentially put your company in the bad light, too.
What you can do is talk in general, ask how that product works for your lead’s organization, how long they’ve been using it. After all, you can’t be completely sure that your offer will be as great solution for them as you think. Still, you can use this opportunity to learn what your leads value in the other product or solution and use this knowledge to improve your offer in the future.
‘We don’t need such a product at all.’
There’s definitely more space to maneuver.
The best option would be to focus on asking questions. You literally can’t create any persuasive strategy without knowledge. So instead of pushy sales, try to use this opportunity to learn as much as you can about your lead’s situation, pains and urgencies. These insights can help you to adjust your offering in the long run.
Be as attentive and supportive as you can – this will help to build positive associations with your brand and product, which may result in sale at some point.
‘We don’t have the financial means to invest in your product.’
As Erica Stritch noticed in 7 Ways to Deal with Price Objections, such objections in sales often mask other, non-money issues that lie under the surface.
First of all, make sure you know what you’re really dealing with. Try to uncover the actual objection by asking something along the lines of “If money were no object, would you like to try our solution out?” as Leslie Ye suggests on the Hubspot blog.
But if price is the real obstacle, don’t try to reduce it by all means. Rather focus your attention on highlighting your product’s value. This strategy won’t call into questions the fact that your offer is worth its price. You can always change the package of your offering, so it could get closer to the price your lead can afford. But the most important thing is not to get discouraged and continue your conversation.
‘We haven’t ever heard about your company.’
Familiarity builds trust, that’s a fact. Research by Business Insider suggests that consumers need on average 3 contacts with your brand before they’re ready to buy from you.
So if you hear something along the above lines, then it’s a clear message that your lead doesn’t know you at all. He or she may use excuses like ‘your company isn’t local to us’ or ‘you’re too small for us’, but it all boils down to the fact that you need to convince them that you’re worth their time.
Make sure your potential clients get a chance to hear about your company before speaking to you. Is your website up to date, do you run a blog and social media accounts, are you active on the local business scene? If not, then it’s time to catch up NOW. Remember to collect your clients’ reviews and testimonials, show off your case studies, awards and other achievements. This will all help to build trust in your brand and offer.
Overcoming sales objections is possible
There is no single objection that can’t be overcome, one way or another. Sure, sometimes it requires a little more time than you’ve been given. But it’s just the matter of practice. Every skill requires a certain time and practice to perfect it.
Don’t be too pushy though, trying to overcome your lead’s refuses and objections. It’s easy to cross the fragile line and completely lose any chance for sale and rescue your relationship. Try to find a balance and always listen carefully to what your leads tell you — it will pay off!