Picture this: you have a potential customer that’s an excellent fit for your product. 

You know your product can solve their pain points and deliver an incredible return on their investment… but they end up saying “no.”

You’ve just run into a sales objection.

They suck. But they’re part of the sales process and most conversations with real decision makers will have at least a few types of sales objection to overcome.

Swallowing the “no “pill can be challenging. After all, quota to meet, a bonus to earn, and a sales career to further. That’s why you need to learn how to overcome objections and secure that bag.

First off, don’t take the bait. There’s so much you can do to turn that lead into a customer. 

Wondering how? Read on to learn how to deal with common sales objections and keep the cell moving forward.

Sales objections are the reasons why a buyer isn’t ready to buy your product or service. And while this may sound like you’re doomed, you aren’t.

Every sales objection falls into one of four buckets. It doesn’t matter what service you sell, who your customers are, or what industry you’re selling into. Below, we’ll discuss the different types of objections, complete with common sales objections examples. 

Sales Objection Bucket #1: Lack of Budget

* “It’s too expensive.” 

* “I don’t have the cash right now. “

A lack of budget is the most common sales objection you’ll face, which makes sense since all purchases come with some level of financial risk.

As a sales professional, you need to ask questions to uncover what kind of financial pain your buyer is in that you can relieve. For this, you’ll have to align price and pain and you can do this by asking questions like:

“I understand you might not have the budget right now, but how much is this problem costing you each month? “

Once you know this, follow it up with:

“You said {problem} is costing you $X a month, yet our service costs just $20,000 a month. Does it make sense to say your budget will be created by cost savings?

You have to frame the pricing against the cost of the pain the buyer is currently experiencing. This way, your prospect will continue the conversation.

Alternatively, you can deal with budget objections by preventing them from happening in the first place. How? Discuss your service price in ranges rather than giving the prospect a specific number. Something like:

“Our price is within the $5,000-$20,000 a month price range for what you’re looking at.”

When you give them an exact price, say $15,000 a month, it may not be within the prospect’s initial budget for the project. But when you give them a price range, you can continue the sales conversions by following up on the last question with this:

“Where in that range could you see yourself investing to solve {the problem}? “

Get it?

Sales Objections Bucket #2: Lack of Need

Buyers will often say:

* “I don’t see how your product can help me.”

* “I don’t think you can help me. “

The lack of need objection is a blessing in disguise. 

You see, the prospect isn’t saying they don’t want to buy from you, but that they don’t know how you can help them. This means the prospect isn’t educated enough on your product and doesn’t know what problems it can solve. 

This allows you to give the buyer more information, as well as get more information from the prospect.

Let us explain this in more detail.

If I’m selling our Salesman.org sales success product to sales leaders and they give me a lack of n...