4 Ways around Common Sales Objections

by | 2 minute read

Your prod­uct or ser­vice could be absolute­ly per­fect for your prospect. It could ful­fill every need, be a good price, and you got along with them swim­ming­ly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actu­al­ly, writes Leslie Ye in a recent Hub­Spot arti­cle.

Here are a few ques­tions Ye rec­om­mends ask­ing if a prospect sug­gests putting off a sale for anoth­er time:

If I call you back at another time, what will have changed?”

This ques­tion can pro­vide clar­i­ty on why the prospect feels as if they need more time (and if it’s gen­uine­ly an issue that time will solve) or if they’re just stalling. If noth­ing is going to be over­ly dif­fer­ent in the future, you can inquire more into the actu­al rea­son­ing behind the prospect’s hes­i­ta­tion. Or, if there’s tru­ly some­thing else going on that’s caus­ing a delay, maybe you can take action to close the deal now. If mon­ey is an issue at the moment, you could offer a more lim­it­ed ver­sion of your prod­uct or ser­vice in the mean­time until they can pay for every­thing you offer.

If money was no object, would your answer change?”

If the answer is no, the prospect doesn’t see the val­ue in your prod­uct and you either need to find out why and see if you can change their mind or grace­ful­ly bow out until next time. If the answer is yes, the delay is prob­a­bly a mon­ey issue. Just like with the last ques­tion, work with the prospect to see what you can do to get a con­tract signed now.

When do you want to have your goals achieved by?”

By this point in your pitch, you know exact­ly which of the prospect’s goals or needs your solu­tion could ful­fill. If they’re stalling, remind them of the goal and how impor­tant time­li­ness is.

Don’t say anything.

This is a more uncon­ven­tion­al way of weed­ing out less than hon­est objec­tions. Ye says that a prospect who stands by their objec­tion will ask if you’re still on the line and con­tin­ue the con­ver­sa­tion like noth­ing changed. A prospect who is mak­ing up excus­es will begin to floun­der, and try to fill the silence with any­thing that comes to mind. Based on their response, you can plan your next course of action.

Rachel Cagle

Rachel Cagle

Rachel is a Research Ana­lyst, spe­cial­iz­ing in audi­ence intel­li­gence, at Sales­Fu­el. She also helps to main­tain the major accounts and co-op intel­li­gence data­bas­es. As the hold­er of a Bach­e­lors degree in Eng­lish from The Ohio State Uni­ver­si­ty, Rachel helps the rest of the Sales­Fu­el team with their writ­ing needs.