Today I am going to discuss that thing we all come across when we are selling, the dreaded objections. These are those things that always come up in sales meetings as to why someone can’t buy. For those of you that don’t sell face to face, they still exist; you just have to overcome them before you even hear them.
So what are the top sales objections and how can you deal with them?
1. I just don’t have the money
This is often the number one objection and is often the actual root of all objections. It is also the most difficult to overcome because let’s face it if you don’t have the cash, you simply don’t have it. Given this there will always be people who simply cannot buy from you. I have heard that is usually about 50% of those that you try to sell to. So you have the other 50% to go at. So you need to emphasise the value and remember people are way more likely to buy from people they actually like. So take an interest in them and build rapport. Once they like you, they will trust your opinion and information making them much more likely to become a customer.
2. I am too busy
This often comes up at certain times of year, just before Christmas or the end of the financial year for example. The key to overcoming this is to understand and acknowledge their time issues. This can often be a smoke screen for another objection; it is up to you to use questioning to identify the core issue. Then demonstrate the value of the product and make it as easy as possible for them to take it up. Show how it is so good they just cannot turn it down. They will then find the time.
3. I need to think about it
This is the third most common objection and often raises its head after your sales pitch or presentation. If you expect it though you can deal with it. When this comes up you need to ensure that through questioning you understand what exactly they need to think about. A question along the lines of “What would I have had to say today to help you make a decision?” That then gives you the opportunity to provide clarity around some of their issues, which would allay some of their fears about making a decision now.
Of course there are many other objections that may come your way but these three are those that often raise their head the most. Through listening and questioning though you can get over any objection. Engage with the customer and build a rapport. You will be amazed what is possible when you do this.
How do you get over any objections you face? Are there some other common ones you’ve come across? Please leave your thoughts below.