Sales objections are inevitable but they don’t have to be frustrating. You can actually use sales objections to your advantage. It turns out that objections are actually your lead’s way of begging you to convince them. If they didn’t want your service, they wouldn’t still be talking to you. By throwing out an objection, they’re pointing you in the direction they need you to take them to actually make the sale.
Assuming you’ve already qualified your lead and weeded out any prospects that are poor fits for your company, here are the three most common sales objections and how you can squash them and successfully close the sale.
#1 “That’s Too Much Money”
This is almost an automatic for most people. It’s just something we’re supposed to say whether we really mean it or not. But it gives us the best opportunity to talk about the features and benefits of our service and emphasize the value it can bring to the lives of our prospects.
If you get the sense that the money objection is nothing more than sticker shock, use this opportunity to explain in greater detail each feature of your service and the particular value they offer. Explain how much money your prospect would be saving if they had started using your service a month ago, a year ago…
Tap into the long-term goals of your prospect and find out how your service can help them achieve it. After all, the real reason they are interested in your service has little to do with its list of features. It’s about how it will improve their lives and reach their goals.
#2 “We Don’t Actually Really Need Your Service”
This is another common one. Maybe your prospect was close to buying and loves everything you’ve said thus far about your service. But then he second guessed himself. He realized he wouldn’t actually die if he didn’t have this. After all, he isn’t dead yet and he’s never used your service before…
This is an excellent opportunity to use case studies, testimonials, and data to show how others like him have benefited from what you have to offer. This not only helps to build trust, but also helps to speak to that voice of reason he’s hearing in his head.
#3 “Now’s Not Quite the Right Time”
I’ve got a lot of things going on right now. Let’s wait until things calm down. Maybe I should wait until the start of the next quarter to get going on this. The truth is that they do need you right now, but their minds just aren’t clear enough to take on another project. No problem. This is the optimal opportunity to stress how much your service is going to help them and how easy you’ll make the process.
Explain that in the long run, there is no better time for them to begin benefiting from the value of your service than now. Actually, they’d have been better off starting with you last quarter, but that’s okay. It’s better late than never.