How to Handle and Overcome Objections in Sales

Sales objections usually occur because prospects don't fully understand your product, or they see it as a risk to their business. In order to overcome objections, you need to be prepared with a strong understanding of your product, your competition, and the market. You also need to be able to build rapport, establish trust, and show empathy.

There are four main types of objections: price, value, relevance, and purchasing ability. Each type of objection requires a different type of response.

Price objections are the most common type of objection, and they usually come down to the prospect feeling like they can't afford your product. In order to overcome a price objection, you need to be able to show the prospect how your product will save them money in the long run.

Value objections occur when the prospect doesn't see the value in your product. In order to overcome a value objection, you need to be able to show the prospect how your product will improve their business.

Relevance objections occur when the prospect doesn't see how your product is relevant to their business. In order to overcome a relevance objection, you need to be able to show the prospect how your product will solve their specific problem.

Purchasing ability objections occur when the prospect doesn't feel like they have the budget to purchase your product. In order to overcome a purchasing ability objection, you need to be able to show the prospect how your product will save them money in the long run.

The best way to handle objections is to be prepared with a strong understanding of your product, your competition, and the market. You also need to be able to build rapport, establish trust, and show empathy.

Fortunately, there are some tried and true ways to handle objections that can help you move past them and closer to a sale. Here are four tips to help you handle objections like a pro:

 

1. Listen to the objection.

The first step to handling an objection is to really listen to what the prospect is saying. Oftentimes, prospects will raise objections as a way to test the salesperson to see if they're truly listening and understand their needs.

Make sure you're hearing the objection clearly by paraphrasing it back to the prospect. Once you've done that, you can start to address their concerns.

 

2. Acknowledge the objection.

Just because you've heard the objection doesn't mean you should ignore it. Acknowledging the objection shows the prospect that you're taking their concerns seriously.

Try to avoid getting defensive when you acknowledge the objection. You want to show the prospect that you're open to hearing their concerns and that you're on their side.

 

3. Address the objection.

Once you've listened to the objection and acknowledged it, it's time to start addressing it. The best way to do this is to address the underlying concern that's causing the objection.

For example, if a prospect is objecting to the price of your product, the underlying concern might be that they don't think the product is worth the price. By addressing that concern, you can start to overcome the objection.