Updated: Nov 5, 2020
Planning ahead will help you stay calm and confident in any situation.
Planning Ahead for Common Objections
Think about the common objections you hear and write them down. Then ask yourself:
How can you respond to this objection?
Are there any actions you can take in the future to minimize this objection? Addressing objections upfront before a buyer has a chance to articulate it can help move the sale through the process more quickly.
Thinking about objections ahead of time and practicing how you will respond will go a long way toward effectively handling and overcoming objections.
The next time you’re faced with an objection, remember to listen, understand, respond, and confirm. Follow this process and you will not only overcome objections but also win more sales
The Four Most Common Types of Objections
Objections tend to fall in four common categories, regardless of the product or service you sell:
Lack of need. Buyers either don’t perceive the need to solve a problem or don’t perceive there is a problem. In this case, what you’re selling doesn’t resonate with the buyer or they simply don’t see the value in what you offer.
Lack of urgency. Buyers don’t see the full impact and value of your solution. Typically, when urgency is an issue, other priorities trump your project.
Lack of trust. Buyers feel uncertain about you, your solution, or your company. In this case, buyers may have a need and want to address it, but they don’t believe that you can achieve or deliver what you say you will.
Lack of money. While this is the most common objection, pricing objections can also be a disguise for something else. It’s important to get to the heart of the matter.
Identify which category objections fall into as they arise so you can respond to them effectively.