Objections often make salespeople sweat! Objections are any concern of a prospect or customer, either stated or not, that can keep you from closing the business or moving a sale forward. They might come from misunderstandings, past experiences, pricing, fear of the unknown, failure to recognize value and laziness. Sometimes a prospect may believe it takes too much effort to change.
Objections don’t have to make you sweat! Instead, they are often signs of interest. They provide feedback so you can address concerns and keep the sales process moving. They allow you to ask questions. When successful salespeople encounter objections, they listen, empathize, and ask questions.
Below are a few questions to ask when faced with common objections salespeople encounter.
Your price is too high:
- Compared to what?
- If our price was the same, whose would you buy?
- I am not sure I understand; what do you mean?
We are happy with the competition:
- (Use humor) That’s good for them, bad for me! According to successful salespeople, the prospect explains why they are happy. You will learn about what they like.
- What do you like about them?
- Is there anything you would change if you could?
I need to think about it.
- How can I help?
- What are your concerns?
- When do you want to discuss this? Can we put a date on our calendars?
Share your responses to these with us if you have some.
When you encounter an objection, remember to slow down. Pause momentarily, then listen, empathize, and ask about it.