In your opinion, what is the worst part of the sales pitching process? If overcoming sales objections was not your number one answer, it is probably in your top three of the worst experiences category. And why not? Sales objections slow the sales process down or, sometimes, bring it to a sudden halt. According to Bryan Gonzalez, writing for HubSpot, here is a common sales objections list and how you can get past these objections.
Overcoming Sales Objections on the Common Sales Objections List
“Hi, you’ve reached…”
The dreaded voicemail greeting. The ultimate sales objection on the common sales objections list that seems to be impenetrable. However, Gonzalez says that if a prospect is actively avoiding your calls or only giving you vague answers to your questions, you may be speaking to the gatekeeper, not the decision-maker. When this happens, don’t be dismissive of them. Instead, overcoming sales objections means using this as an opportunity to learn more about who the decision-maker is and what similar products or services the company is currently using that could need replacing. Gonzalez says to ask questions like, “Have you ever purchased this type of product/service before?” and, “Who will be in charge of this buying process?”
“Just email me the information.”
When this entry on the common sales objections list is spoken, the prospect is just trying to get off the phone with you. Depending on how far you have gotten in the sales call before this is said, says Gonzalez, there are different ways you should respond when overcoming sales objections:
- Before you have made your elevator pitch: “Can I have 30 seconds to explain what my company does and then we can discuss a follow-up if you feel it will provide value to you?”
- Before you have heard questions from them: “Can I ask you a few questions to better understand how we might help?”
- At the very end of the call: “Typically, people find it more valuable to see how this works in a demo.”
Do NOT let them brush you off without even giving you a chance to provide your product or service’s worth.
“The budget won’t allow it.”
Ah, yes. It always boils down to money. This common sales objection could mean that the prospect truly lacks the money to make purchases right now, or it could be a brush-off. Either way, you will not know until you respond with something along the lines of, “That’s okay. We don’t expect you to buy anything right now. We’d just like the opportunity to see if we can provide value to your company.” This response shows that your main goal is to help the prospect and that you are not only reaching out for money. Follow it up by scheduling a time for a follow-up appointment.