Downloaded 879 times
Uploaded byCriteria for Success
How to Handle Sales Objections in 5 Steps
The document outlines five common sales objections and their underlying meanings, providing techniques to address each one effectively. It emphasizes the importance of understanding the prospect's concerns, such as value, urgency, credibility, pain, and authority, to successfully navigate objections. Each objection is paired with a strategy to reassure prospects and promote confidence in the sales process.
More Related Content
Similar to How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
- 1. HOW TO HANDLE Sales Objections IN 5 STEPS
- 2. When it comesto handling sales objections, what your prospect says is trumped by what goes unsaid.
- 3. So we’ve prepareda list of the most common objections prospects say…
- 4. …and what theyactually mean.
- 5. Objection #1: “Thatsounds expensive.”
- 6. Underlying Belief: “Idon’t see the ROI.”
- 7. When a prospectbrings up budget as an objection, the underlying story is about the value or ROI they expect to receive from your product/service.
- 8. Almost anyone willbe able to find the budget for something they truly value—it’s your job to position your product or service in the “can’t do without” category.
- 9. Objection #2: “Callme in 6 months.”
- 10. Underlying Belief: “Fixingthis isn’t urgent.”
- 11. If a buyerhesitates or asks you to call back later, he or she likely doesn’t feel the urgency to move toward your solution.
- 12. Reroute this objectionby asking about current priorities, and using case studies to illustrate the value of your offering.
- 13. Objection #3: “I’venever heard of you.”
- 14. Underlying Belief: “I’mnot sure you can handle it.”
- 15. When you’re juststarting out, or are a small fish in a big pond, your prospects may react negatively to the fact that they haven’t heard of you.
- 16. Show how yourproduct or service has helped a company like theirs – and emphasize the value of working with a smaller, focused partner.
- 17. Objection #4: “That’snot something we’re looking for.”
- 18. Underlying Belief: “I’mnot in pain.”
- 19. If a buyersuggests they don’t need your solution, the underlying belief is that they aren’t in pain— that is, they think the status quo is good enough.
- 20. It’s your jobto ask probing questions to uncover a pain point that needs immediate attention.
- 21. Objection #5: “It’snot my call.”
- 22. Underlying Belief: “Idon’t feel comfortable referring you in.”
- 23. If your prospectpushes back by saying they’re not authorized to make purchasing decisions, you might be hearing a statement of fact, rather than an objection.
- 24. Your goal inthis case is not to dispel an underlying belief, but rather to instill confidence in your prospect to introduce you up into the organization.
- 25. 5 Types ofObjections: 1. Budget/ROI 2. Urgency 3. Credibility 4. Pain 5. Authority
- 26. Want the fullpackage? Download The CFS Guide to Handling Objections