During the process of a sale, objections are commonly raised by the buyer. Half the battle of the sale is overcoming these objections. Below, we’ve hand picked 5 of the most common sales objections and how to properly address them:
Assure them that your product, and furthermore your service, is quality. Explain why your service is priced as it is and assure them that you will deliver more than lower priced competitors. Focus on what is unique about your service, and how it will benefit your buyer.
If a client is busy now, they’ll probably be busy later. Convince them that if it’s a problem now it will be a problem in the future and they need to overcome it now. Saying they’re busy may also be an excuse. Either way, make it easy for them to see the need for your product. Explain how easy it is to get started. Possibly offer a free trial or incentivize the implementation of your service.
Demonstrate that comfortable isn’t always better. Just because they’ve been doing something a certain way doesn’t mean you don’t have a more efficient solution. Technology improves, processes are refined, and the industry changes. Help the buyer overcome their fear of change by showing them exactly how you can improve their lives.
Don’t let unfamiliarity be an excuse. Although they might know somebody else in the business, friendship doesn’t always lead to good business. Even if they have a friend, make yourself a competitive option. Be honest and sincere moving forward. Share previous work, case studies, and references. The best way to earn trust is to make commitments and follow through. This will help reduce uncertainty.
Whether it’s boss, committee, or even their spouse, the person you’re talking to doesn’t have complete control over the sale. To combat this, suggest a joint meeting with the decision maker and initial contact. Meeting with the decision maker face to face eliminates this barrier and allows you to move forward with more important issues.
Can you think of any other common sales objections? We’d love to hear how you handle them. Share below!