Prepare for Objections

April 19, 2009 at 3:14 pm | Posted in Adrian Miller Sales Training, Adrian's Network, entrepreneurship, sales, Sales Training, small business | 1 Comment

It’s not difficult to figure out the top five, most commonly used objections customers will give. Novice salespeople usually hear them in the first weeks on the job. To be successful, particularly in a challenging economy, you have to be able to anticipate resistance and have the tactics in place to overcome it.

Surprisingly, many of us are blindsided by common objections and answer each one as if it was the first time it was ever used. The reality is that most are recycled, regurgitated, and reused over and over. Successful sales depends on developing the expertise to prevent and battle objections, and the more you’re prepared to answer them, the more successful you will be.

The Five Most Common Objections
“We’re happy with whom we are currently using”
Prospects will commonly say that they are “happy with their current supplier,” even when they aren’t necessarily. Do you cross him or her off your prospect list and move on when you here this? You’re making a mistake if you do. This quick brush-off needs to be examined. How do you know if they are 100% happy with their provider? Is their loyalty undying, or is there room for negotiation? Do they need a backup supplier? Are they being lazy in shopping for better vendors? These are the questions that you should be pondering when you here this objection.

“Not Now/Maybe Later”
The “not now/maybe later” statement is another common objection that frequently terminates sales efforts. Instead, it should be viewed as a positive statement of interest. When you hear this, the immediate reaction should be to pin the prospect down to a definite “when.” Once you have a time, you can focus sales efforts for then, and you can continue to make contact with them until they have made a buying decision.

No Money
You have a prospect who is interested in what you have to offer but says there is no budget for it. This is often considered the most difficult objection to rebut. But, probing for more information after being told this objection can uncover some key information that might result in you making the sale. Develop strategies to politely ask about budget limitations, future spending, and who within the organization can make budget decisions. The answers will help you confirm whether the “no money” objection is real or if there is something else preventing the sale.

Your Price is Too High
This classic objection often sets rookie salespeople off running on with a list of benefits and reasons why the higher price is justifiable. This often doesn’t accomplish a thing. Rather, turn the tables and ask questions to find out what is lurking below the surface of your prospect’s resistance. Start by asking the prospect with what they were hoping to pay. Work from there, and keep the questions open-ended so that they have to engage in a conversation. You’ll learn more about your prospect and will be able to figure out whether or not price is truly at the root of the objection.

No Need
Frequently, prospects who say they have no need for your products or services are just using this objection as a stock answer for anyone and everyone who approaches them. Consider turning this objection into a reason for buying. Find ways to point out why there is a need for your product or service. If you can make it difficult for the client to use this objection, it can very well turn into the reason for buying.

1 Comment »

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  1. How true! There is a finite number of things people can say. This response is not for the weak of heart but it does work. It is also better stated with a slight smile. “Then why am I here”?


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