Overcoming Sales Objections

In sales, one of the most common things you’ll have to face is sales objections. These are objections created by the client, which will often lead you away from making a sale. For people, who are just starting their career with sales, it might be tough to overcome these objections at times, but it is important to understand that most of them can be solved with a little patience and confidence. To help you to overcome these, we have written down some of the most common objections you will face, and how to react to them.

1) Money

Whether you are doing Business-to-Business sales or telemarketing, you will always face this same argument by a majority of the clients. “I/We don’t have money to buy your product/service”. It is important to realize that if you are reaching for your target audience, most often this is just an excuse. Most likely the client is just not convinced enough about your product or service yet. The simple solution is not to give up. If you believe in what you are selling, then you should be able to justify the price.  Here is a video to help you overcome the price objection.

2) Trust

Most often you will hear this by clients, who have never heard of your company or the company you are working for. You should try your best to always avoid the situation, where the client will have to say: “I don’t trust your company” since it is really hard to continue from there on. This is why it is important that your sales pitch is perfect – you have to convince the client that you are reliable before you start marketing your product or service to them. If the client doesn’t trust you enough, you will have to do your best to convince them that your sales practices are legitimate through your sales statistics and prior customer experiences.

3) External opinion

One of the biggest pet peeves among people who work in sales is that many clients don’t trust themselves enough to make a decision to buy what you are selling. They will most likely want an opinion from possibly a spouse or their business partner, who might not agree with their decision to buy your product or service. In these kinds of situations, it is best to try and gently convince your client that they don’t need the opinion of the person mentioned. In case that doesn’t work, you can try to get a new meeting with the client and the person, whose opinion is clearly significant to the sales decision.

Ronnie Byrd