Objection Rebuttals to the 10 Most Common Objections

sales objection rebuttals

By Josiane Feigon

We are selling in a volatile economy, which means you can expect more of everything. More competitors, more excuses, more objections. These sales objections are delivered in various ways from phone to email to texting, but over the years, these objections have stayed the same.

Categories of Objections

Objections haven’t changed in many years, they still fall into the main five categories.

  1. Need
  2. Relationship
  3. Authority
  4. Product/Service
  5. Price

Let’s look at each of these categories more closely.

Need

Occasionally, a customer’s need has decreased since the last time you spoke with them. Markets change too, sometimes overnight.

Objections You May Hear:

  •      ‘‘We don’t see a need for this type of solution.’’
  •      ‘‘I am not interested.’’
  •      ‘‘We’re not ready to do anything right now.’’

Relationship

People do business with people they like. Your customer may be resisting simply because something went wrong with your relationship.

Objections You May Hear:

  •      ‘‘We’ve made a large investment in our current solution.’’
  •      ‘‘The vendor we use provides the connectivity we need.’’

Authority

Your caller may not be the final decision or doesn’t have the authority to make decisions.

Objections You May Hear:

  •      ‘‘Our corporate headquarters buys solutions for our networks.’’
  •      ‘‘I can’t get the higher level to approve of this project.’’

Product/Service

Customers are knowledgeable and picky. They have less patience with anything that is too complicated, yet they expect more functionality than ever before.

Objections You May Hear:

  •      ‘‘Your service offerings are too complicated.’’
  •      ‘‘We’ve had a bad experience with your company before.’’

Price

Not everyone can afford to buy what they truly need. That is why it is so important to qualify your prospect.

Objections You May Hear:

  •      ‘‘Your company is way too expensive, and we’re very small.’’
  •      ‘‘It’s too expensive and includes more features than we need.’’

Getting Past the Objections

The best way to rebound from all these objections is to ask precision questions that get behind these objections. Here are some rebuttals you can use based on the objection:

“I don’t have time to talk.”

  • I know that you are very busy. What is your recommendation to me for getting in touch with you?

“I’m not interested.”

  • What is your familiarity with VanillaSoft? What do you think about these products?

“You’re too expensive.”

  •      What are you comparing us to? I want to be sure you are comparing apples to apples.      

“We don’t have the Budget.”

  • If you did have the budget, which renewal options would be of most interest to you?
  • What have you looked at regarding “price” versus “cost?”

Conclusion:

Don’t let objections discourage you. Look at them as an opportunity to dig deeper and discover the best option for your prospects.

 

About the Author

Josiane Feigon is the President of TeleSmart Communications. She is a pioneer, maverick, and visionary in the inside sales community. Consistently recognized among The Top 25 Most Influential Inside Sales Professionals, Josiane is one of the world’s leading experts on inside sales team and management talent.

 

Inside Sales Scripting

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