Sales Objections – How To Get Rid Of Objections Forever!
Hi,
My name is Peter and I’m so glad you have arrived at this blog.
If you have arrived here then it’s likely that you have been searching the internet for ‘sales objections’, overcoming objections’ and sales rebuttals. If you are like many of the people I meet then you have some frustrations around making more sales and converting more opportunities to sales.
You may even be under extreme pressure in your job or your own business because you are not making the levels of sales you need. This frustration around not making enough sales can be so frustrating, especially when you see other people doing better than you are and you know they are not any better than you.
You seem to be able to get in contact with people, make presentations and deliver your message yet you are still faced with the typical sales objections such as:
- You are too expensive
- We have an existing supplier
- We don’t have any need
- It’s not a priority for us right now
- We don’t take cold calls
- You don’t have the experience
And many more of the hundreds of of common sales objections.
It can be a frustrating and difficult place to be because you feel you are so close yet the success you deserve stays just out of your grasp. The reason, you think, is sales objections.
So, you wind up here. You have searched the internet for sales objections and are looking for that killer sales one liner that will turn every situation into a smash home run. I’m afraid to dissapoint you.
It doesn’t exist.
You can waste your time sifting through hundreds of free websites trying to decipher the little gems from the massive amount of misinformation available from people who have never sold a thing in their life. This is what many people I know have done.
It didn’t help them because they got overwhelmed, wasted too much time and gave one liners that would make the situation far worse – not better. They found help though in the form of a systemised process that they can use to get rid of sales objections from their sales process.
It literally walks you through a step by step process to eliminate sales objectiond from the sales process – forever!
Click here to discover the solution they found
I know it has helped them because I was the one that spent over 10 years painstakingly developing the sy stem that they discovered. My full name is Peter O’Donoghue, and I am a Sales Trainer from the UK and the product they discovered is my Sales Objections Home Study Course.
This is the worlds most comprehensive and professional program developed specifically with the sole aim of getting rid of sales objections from your sales interactions.
It’s a full system and definitely not one of these ’3,670 Ways To Overcome Any Objections’ cheap ebooks that will damage your credibility for ever in the real world.
This is a complete sales system designed from real world experience in real business’s just like yours.
Yes. you could carry on endlessly searching the internet for free one liners that will some how miraculously and you will soon realise that most of the information out there is just complete garbage!
If you value your time as an investment and want to be making more sales, and more money sooner, then you really owe it to yourself to discover the only complete, professional Sales Objections Home Study Course available on the market today.
Click here to read more about the sales objections course on our official sales training site
Free Sales Objection Video
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Common Objections In Sales
Common Objections In Sales
If you are looking for information on common objections in sales then you are in the right place!
Before we look at what are the common objections in sales I want to show you that you must understand the value you add in your sales interactions so you can relate that back to your common objections in sales.
Once you have a clear and compelling vision of why and where you are adding value then your answers to common sales objections will be rock solid and based on value rather than slick sales tactics.
Let me ask you a question. Are you a price shopper?
My guess is a resounding NO. In one or two cases I might have been close but very rarely do people uniformly buy on price. Various research regularly points to the fact that around:
- 20% of people will always buy the cheapest price no matter what.
- Around 3-5% will invariably buy the most expensive
- Around 75% of people like you and me, will occasionally buy on price if we have no other reason to base our purchase decision on.
Remember that it is your job to give people a reason to do business with you. Do not leave them to come to their own conclusions because they probably won’t end up favorable. Constantly ask yourself:
“How can I help and add value to the other person?”
Go back and draw up a table of your major benefits and then add in your most common sales objections in the next column to the benefit or benefits that knock them out.
There must be hundreds of common objections in sales, right? Well, not so. Rarely does a company have more than 7-9 common objections that stand in their way. These usually boil down to these.
Common Objections In Sales:
- Don’t need it
- Not interested
- No Money
- Too Expensive
- Don’t know you
- Can’t see the value
- Too risky
- Not a high enough return
- Not urgent
If you are getting these common objections in sales then you absolutely have to check out our sales objections home study course available for instant download >>>>>>here<<<<<<
Stop Objections Before They Happen
The biggest single difference between good and outstanding sales people is this secret universal principle.
Outstanding sales people take the game by the scruff off the neck without fear.
They understand that it is a logical human psychological response to have questions, fears and doubts. They know this and don’t fear it.
They know this and design their sales process to ‘pre-handle’ objections. They don’t wait for the objection to be raised by the prospect because they know that once it has been vocalised, it is going to be a hard job to get the prospect to change their mind – especially if they are male!!
Your biggest asset in professional sales is your practiced ability to bring up and pre-empt sales objections throughout your sales presentation in a conversational manner. It might go like this:
“William, I know it looks like our price is about 20% above the market rate and there is a good reason for this. That’s the price for the box cost of the product alone. When we look at the overall delivered price to your depots for the coming year then the total investment is actually 40% lower than your existing supplier. We manage this by our revolutionary distribution network. Does that make sense?”
OR
“John, on first glance it might seem we are the most expensive provider in the marketplace per case of product. When you take into account your average order values, and order schedule, and the fact that we don’t charge a premium for next day international shipping, we are actually one of the most cost effective. I have drawn up a total pricing plan for your planned purchases next year which shows this. Are you OK with that?”
What this professional salesperson has now done is identified a potential weakness in their proposition and brought it up with a completely believable, rational and value driven proof statement.
By working this way, the prospect sees this as a credible and it eliminates their ability to bring it up themselves as a deal point or a stalling tactic.
The sale person has effectively pre-handled the objection. This stops it ever becoming an issue and stops the sales person ever having to defend their price. No matter how real their justification is, once you get into a defensive posture it weakens your credibility.
Some linking phrases to help you introduce this pre-handling are:
“Steve, about this point in my presentation, some clients begin to think that [OBJECTION] and that’s natural and you may be thinking that too. The reason why that is not going to happen is…[ANSWER] …….”
“On first glance it might appear that [OBJECTION] and the reality is …[ANSWER]”
“You may well be asking how we can make such a claim. Here’s the evidence.”
This process works fantastically well and is a technique that is used in sales letters, marketing and advertising. It works because it:
- Gets in line with the conversation that your prospect is having in their own mind. They are likely to be saying “Ah, I was just thinking that!”
- Stop the objection ever happening because it is professionally dismissed before it ever becomes and issue.
- Demonstrates your belief in your value, price and overall solution because you have the confidence to bring it up first. Studies have shown that 70 -80% of salespeople do not have the confidence to bring up their price (read value) first. The same studies show that when the prospect has to bring it up the chances of making the sales are reduced by up to 50%
- Follows a psychological principle developed By Robert Cialdini in his book ‘The Psychology of Influence’. It follows that when a perceived negative is brought up by the seller and dealt with in a professional and confident manner then the trust level between the seller and the prospect are increased exponentially.
Overcoming Objections In Sales
Overcoming Objections In Sales
If you have come here looking for the magic secret to Overcoming Objections In Sales, then I may have to disappoint you.
There is never going to be a way that overcoming objections in sales will help you in your sales career because it is a combative mindset that puts you instantly in an old skool aggressive frame of mind. This might have been an acceptable way of looking at the process of dealing with sales objections 20 or 30 years ago but today it will cripple your chances of sales success.
So What is Wrong With Overcoming Objections In Sales?
Overcoming objections in sales is confrontational, adds no value to the sales interaction and is a manipulative way of looking at your interaction with your customer or client. Even the phraseology is combative – ‘overcoming’. This just gives people mental pictures of being grabbed by the collar, thrown to the floor and walked all over. And that mindset applies to how this approach is used in sales.
I’m sorry but I might offend you here. If you still think overcoming objections in sales is the best way to sell then you may struggle to find success in your chosen job – And I’m guessing that’s selling used cars in a downtown car lot!
Is there an alternative to Overcoming Objections In Sales?
Absolutely there is. There is a whole process in sales that you can put in place to actually stop sales objections ever happening. It’s not too difficult to do, but that doesn’t mean many people do it. And that, my friend, is good for you because if you can run with this process then you will never have to rely on overcoming objections in sales ever again.
The process has three simple steps:
1) Determine the most common sales objections you get in your sales process
2) Determine credible answers to prove value that outweighs those sales objections and then develop a case of testimonials, case studies and value statements for every main sales objection.
3) Build these into a standard sales presentation that you give, either over the phone or face to face and show why they are not valid before the other person has a chance to voice them because once a person has voiced an objection your are only ever going to be playing manipulative overcoming sales objections games. If you do this professionally and credibly in your presentation then you have effectively ruled them out from ever happening.
Now I know its an easy three step process and it will take some work and a process to follow. We have a great resource. which will allow you to never have to rely on overcoming objections in sales ever again, available here – Sales Objections
Handling Objections In Sales
Handling Objections In Sales
One of the first major distinctions that we have to get clear about is the differences between handling objections in sales when you are face to face and handling objections in sales when you are over the telephone. Understanding this can make or break your sales career.
Handling objections in sales over the telephone:
Many of the sales objections we face over the telephone are not real so don’t even try handling these objections in sales interactions.
They are what we call ‘knee jerk reactions’. They are the first instinctive response from people who have been conditioned to say No due to past experiences, training, and even sometimes just to test you out.
These are the sales objections and so called ‘rebuttals’ you are likely to get in the first 2 minutes of a telesales or cold call. After that it is likely you have engaged the other person in a sensible dialogue and are addressing real and valid reasons that they are giving you.
Typically these first knee jerk sales objections are not grounded in any rational reason why the other person does not want to see you, or engage with you. Let’s face it, if you are calling someone you are an interruption.
No matter how well you plan out the call and the value statements, you are still interrupting their day. No one is sat waiting by the phone waiting for you to call! Thats what you need to remember in handling objections in sales.
Recently I needed to buy a present for my wife. I knew exactly the item she wanted and the large ladies clothing store she wanted it from. My problem was I was in a rush. I parked outside the shop on double yellow lines which could have resulted in a fine for me, and rushed into the shop. As I ran into the shop an assistant at the front door asked:
“Is there anything I can help you with?”
Without thinking I rushed past saying:
“No thanks. I’m just looking!”
It wasn’t until I was about 20ft further into the store that I realised that actually I did need help and it was only my momentum and conditioning that led me to say NO. Once I realised this I walked right back to the assistant, explained what I wanted and she helped me get what I wanted quicker than I could have done on my own.
Don’t worry. Most of the time it is their first reflex and knee jerk reaction. What really matters here is that you have the confidence and poise to give an answer back. You might be surprised but up to 90% of telephone prospecting fails at the first response simply because people don’t have an answer to that first knee jerk negative response or the initial sales objection.
There is more information available in our Sales Objections Study Course available here
What do you need to prepare for in handling objections in sales?
- I’m too busy
- I have a supplier
- We don’t need it/you
- I’m not interested
- I have never heard of you
- I get 20 calls a day from reps wasting my time like you
- We used you before and we had a bad experience
Can I let you into one of the major secrets of handling these objections in sales or these these initial knee jerk reactions?
With these type of knee jerk responses and objections, it does not necessarily matter what you say rather than that you say something.
At this point nearly all of the unprofessional, untrained and unskilled salespeople out there will crumble. You won’t if you have taken the time to fine tune your approach to handling sales objections.
Remember, when in doubt with these first knee jerk reactions it is more important that you hold your ground with confidence rather than the answer you give!
If you remember this then you will be handling objections in sales like a sales superstar within no ti
For more information on handling objections in sales why not try out our sales objections home study course by clicking here
Use Stories To Stop Sales Objections
A fantastic way of pre-empting sales objections is to use stories and metaphors to do the job for you.
These will address the same common sales objections you usually hear and the reasons why they are not valid but instead of you saying it, it will be in the form of stories of past experiences, other clients and other industry news.
When I was starting off in sales, I was selling a commoditised product that was being sold mainly on price in a largely unsophisticated marketplace. I don’t know about you, but my initial sales training was non existent. I worked in a ‘roll your sleeves up and get on with it’ style business. I did well and soon progressed through the ranks. There were times, however, when I wanted more skills and abilities to sell at higher margins and higher process but I just didn’t have the knowledge.
I bought every book on sales objections and selling available and tried everything. The results were less than average. Don’t get me wrong I was doing OK, but knew there was more available. I tried every sales rebuttal and overcoming sales objection script going but they weren’t helping.
I was down the pub one night with a friend of mine, Jim. Jim left University and went on a year long sales training induction program with a giant US based IT company. He was trained in all aspects of sales and was using principles way ahead of their time. I was explaining my situation to him and he said “Woooahhh, Peter, you have a great lesson to learn here. They trained us in depth on this. Look, I was sceptical at first and I guess you will be too, that’s natural.
Using sales rebuttals Is OK but a more sophisticated way to do it is to bypass the prospects scepticism by using stories. Think of it like peeling an orange. Rebuttals are trying to get to the fruit inside by smashing the orange with a sledge hammer. Sure, every now and again its effective and you might get some fruit but mostly you crush the very thing you are trying to get.
When you become practiced at telling stories about previous clients who faced the same challenges and have benefited then you are delicately peeling away at the top layer of resistance – i.e the skin of the orange. It’s a more subtle approach but will mean you get the fruit every time.” And do you know, Jim was right. I tried his approach and have never looked back. Using stories and metaphors to deal with objections before they arise has been the key to most of the successes in my sales career. I would never develop a sales presentation without doing it now and would never recommend anyone else to do so too.
Did you like my story?
Did you spot the metaphor?
Your Action Points:
1) Take 1 – 2 hours over the coming 3 days and write out all of your past successes with customers and clients. Write down what value they got from working with you and what results they got.
2) Go back to your list of common sales objections and see how the successes can be used to provide proof to pre-empt the common sales objections you get.
3) Spend a few hours crafting the results and testimonials you have, and the objection that they can be used to counter. Craft your story in full sensory detail about:
- the doubts the clients had
- how you overcame that doubts
- why they chose to take action
- what result the client would have missed out on if they hadn’t taken action or what it would have cost them
- what results did they achieve
Your aim is to craft your story in such vivid detail so the other person can imagine that it is them, they can empathise and then they can see that it is logically and emotional right to take that course of action.