The 6 different types of objections that stops you from closing the sale.

If you know the traits of the different objections, you prepare yourself to overcome them and turn them into opportunities.

Every sales person knows that convincing people to buy can sometimes be a challenge. Prospects will always have objections such as “I’m not interested” and “What’s in it for me?”

It does sound like a hard job to be in the shoes of a seller. You might also feel like you have to defend your products from buyers’ objections. However, if you successfully fend off these potential rejections then you might be able to get a close rate of 64%.

It’s normal for prospects to feel hesitant when presented with a business proposal. In order to close the sale, you’ll need to reassure them and offer your assistance going forward.

There are 6 types of objections that buyers have. I’ll go through each one and show you how to handle them accordingly:

1. No authority

Example: “I do not decide about that” or “I do not have approval from my boss.”

DONT’s: Stop engaging with this person and step away to talk to someone who is more important.

DO’s: Convince someone of lower power to be your champion. Make sure that you address their needs and use this person to help you sell your product/service to the decision maker.

2. Price

Example: “Your product/service is too expensive” or “It is not in our budget”

DONT’s: You might be tempted to lower your price point without presenting the value of your product. But that’s not a good idea.

DO’s: Focus on what you have done for clients just like them. Challenge them to think about the benefits over the costs

3. No interest

Example: “No thanks” or “Please send the content of your message to me. I will review it and get back to you.”

DONT’s: OK, I will send a company presentation information.

DO’s: Ask some further questions to better understand what your prospects’ challenges are in order to better tailor the answer you provide.

4. No Need

Example: “We are doing business with the competition” or “we have this already” or “we made a solution ourselves”.

DONT’s: Get defensive and bad-mouth thecompetition.

DO’s: Be prepared and knowledgeable about the competitors they are evaluating. Ask questions that address areas where competitors/their current system may be lacking and where you are at an advantage.

5. Not urgent

Example: “No the right time” or “Please call back next year”

DONT’s:  Follow up later without an action plan

DO’s: Your prospects may be missing the value because they haven’t dug deep enough to find it. Or maybe timing really is off- whatever the case may be, make sure you agree with the prospect that you’ll give them a call back at a certain moment to see if things have changed.

6. No trust

Example: “Probably its nothing for us” or “What do other people think? Does this work for them?”

DONT’s: Become defensive and start over explaining yourself

DO’s: Educate your prospect on the features & benefits of the product as well as how it solves their problems. You should also talk about a few success stories to detail how it actually performed for others.

Handling objections is a critical part of any successful sales, as it provides an opportunity to persuade someone and give you a higher conversion rate.

To overcome any obstacle, you have to handle it the right way. We hope you have learned the various types of objections and how to tackle them. I hope these ideas will help make your sales journey easier!