I'm sure there are many of you that have read the above headline and think that I have rocks in my head. You have probably run across all sorts of sales objections in your sales career.
However, if you examine those objections you'll be able to categories them into four main types.
By the way, this is a very good exercise to do.
Take all the objections you can remember getting. If you memory is not good, keep track of all the objections you get in the next month. Write them down after the sales meeting.
Then take all those sales objections and class them into the four categories I'm about to give you.
Then take the time to formulate answers to each of those sales objections.
Now as I mention the different objections below I'll also give you some tips in how to deal with those types of objections. This will make it easy for you in a sales interaction because you will not have to remember 100 responses. As you hear the objection you can unconsciously classify it as one of the four and then use the method for dealing with that type of objection.
OK, here are the four types of sales objections:
"I don't have enough time,"
"I don't have enough money,"
"It won't work for me (it works for everyone else but it won't work for me),"
"I don't believe you."
Those are the only four objections there are to anything.
"I don't have enough time,"
The answer to this goes along the lines of: "Well, that's surprising, Mr. Jones, since I am, talking to you about saving you time. That's what this is about, saving you time....."
"I don't have enough money,"
"I don't have enough money," or, "I can't afford it," is how you'll usually hear this objection. But you've already established value. So the question is, why is this objection coming up at this time, since we've already established a need. The answer may be that there's not enough linkage to value.
We can also relate money to time. Ask him how much it is costing him to wait. Relate the money to time by asking him how much it is costing to not solve the problem.
One of the best ways of handling objections like this is to use the Contrast Frame.
So, the answer to a money objection is to go back and establish the value or to show them ways that it will pay for itself. So, when I am selling sales coaching, for example, I show people how our company won't cost them anything, because we will produce more results than what the cost of the fee is.
"It won't work for me
This is similar to "I don't believe you." These two might also be called, "I don't need it," or "I can see the value in it and it won't work for me for whatever reason."
These objections are answered by naming specific people who bought the service or product, are using it and are happy with it. You can go down a list of the names of the people who purchased and offer to give the prospect their number.
"I don't believe you."
This is essentially the same as the previous objection.
You can answer it in a similar way or use other means of raising your credibility and the credibility of your product or service. It will also help to build more rapport wioth your prospect.
In finalizing just remember it's important that when you have answered the sales objections, go back and re-establish the value of your offering.
