If you have ever tried to make sales for personal or corporate purposes, you must have encountered lots of objections from clients and customers. Most businesses or salespersons have no idea how to handle these objections. These objections must happen. But, if you really want to boost your sales, you must learn how to overcome these 5 common sales objections from customers.
You may be wondering why you have to do so. The truth is, people will hold these objections and they are genuine. It is the responsibility of the seller to be able to help them processes these fears. These objections are often products of fears. If you fail to do so, another salesperson can come along, overcome these fears and make sales and you will be left wondering how it happen.
So, what are these 5 major sales objections? How can you handle them so you can get past those resistance? Find out as we read on.
5 Common Sales Objections
Here they are.
This is usually one of the most common sales objections. Some customers could raise concerns that the price of your service/product is on the high side. They may even go further to tell you someone else sells cheaper. what do you do?
When the bottom line is the biggest hurdle for a client, you need to help her justify the cost. Try breaking down your total cost into smaller amounts that are attached to smaller services so the client can see why your price point is what it is. And make sure you focus on the unique value of your products and services that the client won’t be able to get from any other provider.
Trust is something that takes time to build. People buy from who they trust. In the absence of trust, it will hard to make sales. So, what can you do about this?
You need to be honest and consistent across the board to overcome the objection. Be forthcoming with information and share testimonials, case studies and references that will take away some of the uncertainty and give the client confidence in your ability to get the job done.
Someone may need your product/service but feels the time isn’t right for him or her to buy such. In most cases, it’s not usually true. It could be a result of other reasons not mentioned. But when they talk about it being the wrong time, what can you do about it?
To overcome this objection, you need to make the decision to hire you an easy one. Start by listing all of the benefits of working with you, outline the value of the products and services you offer, and explain how easy it is to get started. Make the decision to hire you a no-brainer and you will remove this objection.
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4. Fear Of Change
Most customers who want your service may be indecisive on the issue of change this is especially when your product/service represents a huge change. They could be afraid and doubtful of how the change will turn out to be and as a result, become reluctant.
One way to overcome this objection is to demonstrate past examples of change and how it was positive. For example, show the client a list of different ways the industry has changed over the past 10 to 15 years, and how the potential customer has adapted to those changes for the better. This can help him be less fearful and more confident about changing things up.
This is connected to the fear of change but very different. In this case, the buyer isn’t necessary afraid of change, but is not interested to change. He/she wants to maintain the status quo. In this case, it could be a little difficult, but not impossible.
When complacency is the culprit, you can try to use just a touch of fear to get the client to see why he needs to start thinking about the making changing. Share some research about the competition and some of the changes they have made in their businesses. There is often nothing like a look at everything your competitors are doing that you are not yet doing to move you to action.
Keep in mind that your potential clients may have more than one objection so it’s important to be able to identify each one as you see it occur. Once you know what is stopping the sales process, you can arm yourself with the right arguments that will tip the scale in your favor.