So now you’ve done all this hard work. You reached out to a bunch of customers (or had someone do that for you), and all kinds of leads are pouring in.
You talk to a bunch of them at length, but you’ve had no luck converting them into paying customers.
You’ve gotten them right up to the point where it’s time to make a decision, and then the heartbreaking objection comes out: “We’re not ready to move on this right now.”
Did you just spend all that time and money…for nothing?
It’s not time to worry yet.
No. Instead, you need to start handling these sales objections.
Common Sales Objections and What to Do about Them
So here’s some of the routine ones you run across, and actions you can take to overcome them:
Sales Objection #1: “We don’t have the budget for that.”
In this case, your customer doesn’t see the value in your product or service. So, you’ll have to ask questions to understand what they really need out of it.
If nothing else, show how you save them money, time, or aggravation. Then you can talk about price.
Sales Objection #2: “We don’t need that.”
You can go a couple different routes with this one. Make sure you get plenty of information from the customer so you know their true needs.
If it turns out your product or service truly isn’t necessary, don’t push it on them. You’ll end up with angry customers who feel like you took their money.
If you want to go another direction, ask them why they think they don’t need your product or service. Once you clearly understand their needs and sincerely believe you can meet them, then discuss the benefits you have to offer.
Sales Objection #3: “I haven’t heard of you before.”
If you approach another company for business, you’re definitely at a disadvantage. This objection has a higher chance of coming up.
If you’re unable to meet anyone from their company in person, you better have an awesome digital presence. Make sure you:
- Have a totally filled out LinkedIn profile
- Ideally have 200+ connections
- Have an active Twitter profile with at least a few hundred followers
- Use a clean, modern, and beautiful website design (maybe list some client names on your website if possible)
- Keep your blog active
All of these details add up to provide a professional, credible presentation of your company to clients.
Sales Objection #4: “Call me next quarter.”
You might get any of a number of other similar objections. For whatever reason, the timing right now just doesn’t work, they claim.
It’s hard to overcome this one because they’re convinced you’re not a priority.
Have some customer testimonials ready. Show your prospect how much more money they could be making in 3 months. If you can’t do it in 3 months, show them your typical timeline.
And learn what’s going on from their end. Who’s involved in the decision-making process? How long does it take?
Follow those techniques and you’re guaranteed to skip right by these objections and win more business!