When you are having a sales conversation with a potential customer it’s not unusual for them to have “objections” – questions about whether your product or service is right for them.
For many people who are new to the idea of selling, objections can seem like the end of the sales process. However, if you expect them and are prepared to respond, they can be an opportunity to move your prospect from a “maybe” to a “yes”.
There are only 5 basic objections.
I can’t afford it or don’t have the money.
Ask, “What do you see as your benefits of you working with me?”
Make sure you have established the value of your services
Ask, “Aside from the money, would this be something you’d want to do?”
Find out if they really don’t have the money or just don’t have the money for this. If they truly don’t have the money and you want to work with them, offer to brainstorm with them to find it. Can they cut expenses? Can you offer them a payment plan?
I don’t have time or this is not a good time
Ask “if you had the time, is this something you would do?”
Ask, “When is the right time and what has to happen to make it the right time?”
Will working with you save them time in the long run? Show them how.
I need to check with a 3rd party –spouse/business partner
Keep a success mindset. This is still a potential client.
Ask, “If it was only you, would you be ready to start working?”
Ask, “What can we do to make sure this other person totally understands this product/service?”
I need to think about it
Ask, “Tell me more. What information can I help you with?”
Ask, “What do you most like about what we have discussed so far?”
Remind them of the reward of working with you
My inner voice is telling me no
Ask, “What other ways do you have to solve this? What is the cost of doing nothing?”
Next Steps
If there’s an objection you hear repeatedly, look at your marketing and see if you can address it there, so potential customers have this objection answered before they begin the sales conversation.
Write a blog post about it. Include it in your Frequently Asked Questions section. Use it as a headline.
