5 Most common sales objections and how to overcome them

The prospects don’t realize the need of your product/services

You can't sell anything to a prospect who doesn't need your product/services. That's why sales reps are encouraged to filter their prospects. Sales reps will still experience the opposition of "no need," though, even after correctly qualifying their leads. How can that be? This is because you have not focused on responding to your prospect's needs. Knowing all their needs and being able to solve the right one is the key.

How to handle it

Prospects sometimes don't know about their own needs, because nobody has pointed that out to them.You can readily overcome this objection if you can help them see the requirements and possibilities that they are overlooking currently.

When you provide proof to your prospect about how they are lagging behind among their competitors you will be in a greater place to convert this prospect into a potential buyer.

Satisfied with the current service provider

It is human nature to be drawn into a false sense of security. People get complacent and they are afraid of progress or change. This is one of the common objections that occur in sales. A lot of people are comfortable with how things function and are scared of problems that might arise during the transition phase. They feel the value of what you're offering isn't enough to compensate for the pain that goes with change.

You’re asked to call back in 2 months

There are many prospects who’ll push everything to tomorrow because they’re completely packed today. Don't let them do that! You have a solution that they need. Reassure them that it's not a conversation about buying. You just want to demonstrate for them what you're doing and see if it could benefit them.

How to handle it

If the customer is held back because they are scared of new changes then you should tell them the disadvantages of not being bold enough to take the first time. Show examples of how important your product has been with comparable businesses. If your product is used by one of their rivals, demonstrate how they benefit from it. Hopefully the fear of competition will spur the prospect into action.

After the introductory call, the prospect asks you leave some information

When clients shake off your connection request and ask you instead to leave some information, they are not likely to respond. It's the classic scenario of "Don't call me, I'll call you" that can stall sales.

How to handle it

Definitely do send more information, but do it only after diving deeper and discovering what kind of advantages and characteristics of your product/services they want the most. Then you can edit your proposition so it feels entirely customized to their needs. They're going to walk away seeing you as someone who receives their business completely, and they're going to be more likely to choose your company when it's time to decide.

Not enough budget

Objections to pricing are the most common ones in sales. And the first response of many salespeople is to immediately grant a reduced cost. This can be deadly because the customer will believe that the item is of reduced value or has been overpriced. You do not look confident when you decrease the cost instantly.

Instead of giving away your product at a reduced cost, search for other methods to show the true value of what you're providing.

How to handle it

When a prospect says "I don't think we've got the budget to afford this," it doesn't mean they can't really buy it on many occasions. As a sales representative, your job is to discern their main motive. Ask more probing questions to understand them better.