This all depends on your product or service but the list of objections can be limitless. However, you should never be surprised, so do your research and ask your manager and other sales representatives about what other objections you might face.
- There are objections from buyers that are pretty common, like pricing issues, budget concerns or lack of decision making authority. However, I can guarantee there will always be a buyer who tells you an objection that you've never heard before. You can research all of the various objections but at some point, you'll hear a brand new one. Can it stump you and make you feel unsure about how to respond? Will there be times when you want to look back and say to your buyer: Are you serious? Or, come on, you're kidding me, right? Obviously, you can't say that so you must always be prepared for it and have a plan to handle it professionally.
Always remember these three steps when faced with hearing an objection. First, pause to gather your thoughts and take a deep breath. Then to give yourself more time, write down exactly what they said. And thirdly, it's important to clarify and ask another question about what they mean. Here are a few examples of objections that I've encountered through the years, how I interpreted them, and how I responded.
What I'm hearing from your competition is that your service isn't good. Most buyers realize that when a competitor uses this tactic, it's not professional. Never go down that path. Keep your response short. Well, that's not true and I'd be happy to give you great recommendations from other customers of mine. I've got too much going on right now to take this project on. This is one of those yeah, sure objections. With this one, I've always liked saying: How can I help you then? Or, okay, how about we put something in the calendar for a month from now? We need this feature added to your offering.
This is where it's essential in knowing what your company and can not do. As salespeople, the knee-jerk reaction we often give is: Yes, we can do it. However, you need more information, so ask: How do you use this feature? Or, would you consider this the most important feature? Then you can respond by saying: As you know, our offering is priced without this feature, so I'll need to review that impact.
Confidentially, I've been promoted and will be moving to a new department next week. I really did hear this from a buyer. It was after a few sales calls and we were close to a deal. I was genuinely happy for them, but was stunned. I knew they felt guilty, so I said: That's great news for you. Once it's official, I would be grateful if you could put in a good word about this proposal with your manager and introduce me to your replacement. The list of objections you will face as a salesperson will be limitless.
Every time you think you've got your bases covered, I guarantee you'll be surprised. However, the best sales professionals anticipate that and have a strategy in place to respond to buyers professionally and get the sales call back on track.