Sales Objections and Rebuttals
Whether you’ve been selling for a week or ten years, you’ll know that with almost every sales call will come some objections. Objections should simply be treated as a way to demonstrate the value of your product to the client – as a way to sell, to overcome any potential issues and to use them to your advantage. Take a look at some of the most common objections that you may encounter below to see how you can overcome them.
We don’t need your service/We don’t use your service
Instead of jumping right in here with “Why not?”, which is just going to make the prospect feel defensive, ask “Is there a reason for that?” followed by “Could I ask which service provider you’re using?”, giving you the opportunity to go back to your objective.
This isn’t my job, I don’t handle this
Simply request to be put through to the right person.
Could you send me an email or some literature? I’m too busy at the moment to talk.
I can send you an email or literature with our contact information as a follow up after our call, but it won’t really give you any additional information. Instead, what I’d like to do is… bring the conversation back to your pitch. If the prospect genuinely doesn’t have time to speak, arrange a more convenient time to call.
We don’t have the budget for this right now.
You need to be understanding. There are a few rebuttals you can use for this one, along the lines of:
- Yes, I appreciate what you’re saying, but let me ask you this, can you afford to not have a sales pipeline and to be landing new business? If you really want this, we can find a way to make it work.
- Yep, I can totally appreciate that. But let me ask you this, have you ever wanted something badly enough that you’d be willing to make it happen anyway? Believe in this opportunity, invest in this opportunity, and you’ll get what you want.
When a prospect is giving resistance, there are a few things you can say to smooth the transition, making them feel as though you’re on their side – which you absolutely are.
- I know how you feel. I’ve been in your position. (If you have, and if the timing feels right, go into detail.)
- Me and you, we’re in the same boat.
- I get it. I felt that way too. That was until it was explained to me that/I realised that/these benefits started happening…
- If I were in your position, I know I’d feel the same.
- My sister/mother/brother/father/friend is in the exact same position as you, so I can empathise.
When you make it easier for your prospects to say no – so that they don’t have to feel like they need to defend their decisions, they’ll feel more able to say yes. Some examples are as follows:
- This opportunity might, or it might not, be for you. I know that. So, with your go-ahead, I’ll just ask you a few questions to see if you’re a good fit and we can go from there. How does that sound?
- If you like the sound of the product/services, we can discuss all of the details further. If not, no problem. All this is, is a phone call.
Objections are to be expected, but in sales, you have to learn to overcome them and handle them with ease.
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Tags: Objections, Rebuttals, Telemarketing