Handling Common Sales Objections

Before we get into the most common sales objections, let me take a moment to make a caveat.

Not everyone is going to buy from you (nor should they).

“If you can’t help someone, don’t sell them.” should be your new motto.

If the timing is not right, or if the offer does not match, take a follow-up action.

Now that that’s out of the way, let’s dive in, starting with the top objections you’re likely to face in sales.

Objection 1: “It’s too expensive.”

If you receive this objection, you have not displayed the value (your fault).

You need to move the conversation from price (who cares) to value (ROI).

Price then becomes an unimportant object.

Ask your prospect:

• “What do you mean by expensive?”
• “Why do you think it’s too high?”
• “What are you not getting what you thought you were getting for this price?”

From there, you can highlight the value and benefits of your offer that justify the price.

Objection 2: “I have to think about it”

They do not.

YOU are the only one with information that can lead them to the right choice.

The way to answer this is to ask:

• “Help me understand what you’re thinking about?”
• “What are the most important things on your mind?”
• “I’m the only one with the information you need; What can I answer for you?”

Then practice active listening again. They will then give you their biggest (real) objections.

Objection 3: “I have to let this pass”

Gosh… this one.

If you got here, you haven’t properly qualified the prospect (another future LFG problem).

That said, you can still ask some thoughtful questions, including:

• “What role do you think you should be led by your partner?”
• “What’s stopping you from making this decision solo (if it was a home run)?”

Finally, in this situation, it is imperative to get a three-way conversation with “the team.”

Make sure you schedule that conversation for this conversation.

Objection 4: “We already work with someone else”

This is a little different; they already have another supplier.

But don’t worry, it’s not over yet.

Ask first:

• “I’ve heard great things about Company X, but what can they do better?”
• “I hear they’re absolutely amazing, and you’re not even considering leaving them behind?”

From there, you can address the pain points and highlight your differentiators.

Objection 5: “I’m too busy.”

When they’re too busy, they’re essentially saying, “I don’t think this is important.”

If they said this, ask:

• “So solving these challenges is not a priority?”
• “You’ve said it’s important to solve this, but you also say it’s not a priority. Where does this fit?”

From there, they can understand the urgency and see the value of your offering.