What Is Sales Objection?<\/strong><\/h2>\n\n\n\nLet\u2019s start with the basics. After all, to learn how to handle objections in sales, you first need to know what sales objections are. <\/p>\n\n\n\n
Sales objections are concerns or reasons raised by your prospect<\/strong> that might hinder their ability to buy from you. <\/p>\n\n\n\nMuch like the court of law, these objections can also be overruled<\/em>. You might not be able to play the judge in your sales call, but you have persuasion skills that can help you jump over these hurdles swiftly. <\/p>\n\n\n\nBut, let\u2019s understand why we\u2019re discussing sales objections handling in the first place. <\/p>\n\n\n\n
Why Is Sales Objection Handling Important?<\/strong><\/h2>\n\n\n\nIn a perfect world, you\u2019d make a sales call<\/a>, explain how your solution does the job, why your prospect needs it, and that would be all that does the trick. But, in the world we live in, sales objections are a demon all SDRs must fight to smash their sales quotas.<\/p>\n\n\n\nAnd so, polishing your sales objection handling techniques is not optional, but in fact a very real necessity today. Here\u2019s a look at what they bring to the table. <\/strong><\/p>\n\n\n\n\n- Nurtures a Relationship of Trust <\/strong><\/li>\n<\/ol>\n\n\n\n
The fastest and most efficient way to nurture a prospect down the sales funnel is to build a rapport with them.<\/strong> Your prospect should first trust you, before entertaining the idea of buying from you. And this requires you to be able to answer their queries and put their doubts to rest about the solution. <\/p>\n\n\n\nTo do this effectively, you need sound knowledge about your solution, your competitors, and industry trends<\/strong>. And there\u2019s no better way to convince your prospect of your credibility than by handling their sales objections like a pro. <\/p>\n\n\n\n\n- Helps You Address Concerns Early On<\/strong><\/li>\n<\/ol>\n\n\n\n
Sales objection handling also allows you to address your prospect\u2019s fears or opinions<\/strong> early on in the sales cycle<\/a>. This prevents any misunderstanding from festering. <\/p>\n\n\n\nLet\u2019s say your prospect has a budget concern. Addressing it early on allows you to explore tailored solutions or financing options, ensuring a smoother sales process.<\/p>\n\n\n\n
It also helps you clear the air and put things right. But your prospect might not always be straightforward about what\u2019s holding them from making the purchase. <\/p>\n\n\n\n
During such times, you must keep your ears open for non-verbal cues, such as silence or rapid speech.<\/strong> Ask follow-up questions to get to the root of the problem, and extinguish any misgivings or hesitations your prospects might have. <\/p>\n\n\n\nTypes of Sales Objections<\/strong><\/h2>\n\n\n\nNow, let\u2019s take a look at some of the most common types of sales objections and how you can handle them<\/strong> effectively. <\/p>\n\n\n\n1. No Demand for Your Solution<\/h3>\n\n\n\n
\u201cI don\u2019t see how this can help me.\u201d<\/strong> Responses like these are a classic example of when your prospect believes they don\u2019t have a problem that your solution can solve. <\/p>\n\n\n\nIn such cases, steer the conversation to what your solution achieves<\/strong>. Describe the brighter future where your solution makes their job easier. <\/p>\n\n\n\nBe sure to research your prospect well, too. Having sound knowledge of their business requirements is the first step to convincing them why they should give your solution a second look. <\/p>\n\n\n\n
Further, make sure to leave space to learn more through them. Ask them questions and dig deep into what their reality is. Based on this, you can tailor your sales pitch<\/a> to better suit their goals.<\/p>\n\n\n\n2. Inadequate Budget<\/h3>\n\n\n\n
\u201cIt’s too expensive.\u201d<\/strong> The story often starts and ends on the price objections. If the cost is not flexible and you find this objection to be genuine, it’s always a good idea to qualify your leads<\/a> to avoid wasting time.<\/p>\n\n\n\nHowever, if there is room for some convincing, then double down on explaining why your solution costs what it does<\/strong>. How does it help your prospect? Further, if your solution is customizable, describe its features in connection with your prospect\u2019s pain points. Focus on the features that benefit them directly and soon, your prospect will start warming up to your offering.<\/p>\n\n\n\n3. Lack of Urgency<\/h3>\n\n\n\n
This type of sales objection would manifest itself in responses like: \u201cI\u2019m not sure we need it right now.\u201d <\/strong><\/p>\n\n\n\nAamir Sohail<\/a>, a top-performing SDR at Vervotech, says, \u201cIt is a clear indication that they are not aware of what exactly the product is<\/em>.\u201d <\/p>\n\n\n\nSo, the best way to tackle this is to concentrate on what your solution brings to the table in relation to your prospect\u2019s pain points<\/strong>. Are they struggling with meeting their sales goals this quarter? Or is their budget not enough? <\/p>\n\n\n\nClarify how your solution makes their life easier. And don\u2019t forget to talk in numbers. Shakespeare might have gotten away with just words, but he wouldn\u2019t have survived the SDR life.<\/p>\n\n\n\n
4. Low Trust <\/h3>\n\n\n\n
\u201cI\u2019ve never heard of your solution.\u201d<\/strong> This can hurt, but it also allows you to give your prospect a great first impression. In such cases, sales objections handling means first putting your prospect at ease<\/strong>. Work towards building a relationship of trust. Because after everything, they need to feel comfortable talking to you before they consider buying your offering. <\/p>\n\n\n\nAdditionally, keep the focus on them instead of your solution<\/strong>. Allow them space to talk about themselves, their pain points, and their struggles instead of focusing on the sale. <\/p>\n\n\n\n5. Not Having Authority<\/h3>\n\n\n\n
\u201cI\u2019m not the decisionmaker. It’s not my decision.\u201d<\/strong> Such sales objections are pretty common. So, knowing your way around these are essential. <\/p>\n\n\n\nIn such cases, your best bet is to gather information. Learn more about the final decision maker. This includes gaining information on the capacity in which they work, the best time to contact them, and whether they report to someone else. <\/strong><\/p>\n\n\n\nYou can do this by contacting multiple individuals from the same organization<\/strong> through multithreading, scouring their LinkedIn activity, or even leveraging social media to get a deeper understanding of who they are and how best to approach them. <\/p>\n\n\n\nThis will also allow you to stay prepared for possible sales objections before you get on a sales call with the final decision-maker. <\/p>\n\n\n\n
6. Prefers Status Quo <\/h3>\n\n\n\n
\u201cWe\u2019re comfortable with our existing platform.\u201d<\/strong> This doesn\u2019t necessarily have to be the end of the road. Instead, it could be an opportunity to ask them how they\u2019re finding the competitor and what they like and don\u2019t like. <\/strong><\/p>\n\n\n\nAnd through this, if you can pick up on some dissatisfaction, that\u2019s your cue to suggest they explore your solution.<\/p>\n\n\n\n
7. Product-Specific Objection<\/h3>\n\n\n\n
\u201c{Your solution} doesn\u2019t offer {a specific feature} like {competitor}\u201d.<\/strong> These could be situations where your prospect doesn\u2019t fully understand what your solution offers. So, focusing on its features is a good way to proceed<\/strong> in situations like this. <\/p>\n\n\n\nAlternatively, if they are right about your product falling short of your competitor, steer the conversation to the positives. Don\u2019t ignore your prospect\u2019s concerns; be honest, but at the same time, start shifting the focus on what your product does right.<\/p>\n\n\n\n
8. Prospect Showing Aggression <\/h3>\n\n\n\n
A stern \u201cNot interested\u201d or \u201cWhere did you get this number from?\u201d<\/strong> can cast a shadow on the conversation. When faced with such aggressive objections, the best you can do is keep your calm and not react to the unpleasantness. <\/strong><\/p>\n\n\n\nInstead, try maintaining your politeness and explain why you\u2019re calling. And if that doesn\u2019t work, end the call politely and try again later. Nikita Solberg, a top-performing SDR<\/strong>, looks to disarm such objections by first acknowledging the prospect\u2019s apprehension, followed by providing a value statement to say why the call was made to them specifically<\/a>.<\/p>\n\n\n\nWays To Overcome Sales Objections<\/strong><\/h2>\n\n\n\nSo, what does sales objection handling look like? We got you. To master this art, you need to essentially keep 5 points in mind<\/strong>. Here\u2019s a look at each of them.<\/p>\n\n\n\n![\"different](\"https:\/\/www.klenty.com\/blog\/wp-content\/uploads\/2023\/09\/ways-to-overcome-sales-objections-1024x834.webp\")
<\/figure>\n\n\n\n1. Listen to the Prospects<\/h3>\n\n\n\n\n- Practice active listening<\/a> during sales conversations.<\/li>\n\n\n\n
- Avoid interrupting them to get the complete picture.<\/li>\n\n\n\n
- This allows the prospect to feel heard and seen and not just another sale.<\/li>\n\n\n\n
- Take note of important points to discuss later.<\/li>\n<\/ul>\n\n\n\n
2. Understand the Objections<\/h3>\n\n\n\n\n- Paraphrase and repeat your prospect objections to confirm you\u2019ve listened to what they\u2019ve said. <\/li>\n\n\n\n
- Summarize the concerns and ask them if you\u2019ve understood them correctly.<\/li>\n\n\n\n
- Based on what your prospect says, ask valid questions to learn more.<\/li>\n\n\n\n
- Ask open-ended questions to get as much information as possible.<\/li>\n<\/ul>\n\n\n\n
3. Validate Prospect\u2019s Concerns<\/h3>\n\n\n\n\n- Let your prospects know that their concerns and opinions are respected.<\/li>\n\n\n\n
- You might be faced with situations where you don\u2019t find your prospect\u2019s objections valid, but this is not the time to correct them.<\/li>\n\n\n\n
- All you have to do is make them feel heard and understood to build a relationship of trust.<\/li>\n\n\n\n
- This will help you build a base to talk about how your solution can help them.<\/li>\n<\/ul>\n\n\n\n
4. Respond Properly<\/h3>\n\n\n\n\n- You\u2019ve heard your prospect\u2019s concerns, validated them, and understood their reasons. Now, it\u2019s time to steer the conversation back to your solution. <\/li>\n\n\n\n
- Armed with a better understanding of your prospect, elaborate on how your solution is what will solve their problems.<\/li>\n\n\n\n
- Further, you don\u2019t need to take a big-picture approach. Talk about their smallest pain points and how your product addresses them. This could be anything from a cheerful color scheme to a better mobile interface.<\/li>\n\n\n\n
- In case their objections require further digging. Ask them to allow you to get back with the required information and the best time to reach them next.<\/li>\n<\/ul>\n\n\n\n
5. Get the Confirmation<\/h3>\n\n\n\n\n- Ask your prospect whether they have any lingering questions.<\/li>\n\n\n\n
- If they do, clear their doubts and ask them how they feel about taking the conversation forward.<\/li>\n\n\n\n
- This is a crucial aspect of overcoming sales objections as it determines whether your prospect has any buying intent.<\/li>\n\n\n\n
- If they don\u2019t, it might be best to save your efforts and close the sales call. <\/li>\n<\/ul>\n\n\n\n
14 Common Sales Objection Examples + Responses<\/strong><\/h2>\n\n\n\n1. We\u2019re Using Your Competitor<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nAnd how has your experience been? If you don\u2019t mind sharing, what made you choose them? \n\n(Wait for their answer, and steer the conversation to how your product is better.)<\/code><\/pre>\n\n\n\nHandling sales objections like this allows you to gain more information about your prospect and your competitor<\/strong> alike. Further, your prospect is also convinced that you are genuinely interested in helping them and aren\u2019t just looking for a quick sale. <\/p>\n\n\n\n2. Your Solution Is Too Expensive<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nWe\u2019re also offering advanced features that many of our competitors don\u2019t. In fact, our {feature} can help you address {specific pain point} effectively in half the time as {competitor} claims. You\u2019ll be getting a higher ROI with {solution}. \n\nIf you\u2019d like, I\u2019ll be happy to share a case study with you detailing how we achieved something similar for {prospect\u2019s competitor} recently. Is that something that you\u2019d be interested in?<\/code><\/pre>\n\n\n\nFor this sales objection, always try to highlight what your offering\u2019s benefits are<\/strong>. This helps convince your prospect by establishing a positive cost-benefit ratio. By making the prospect see that the advantages outweigh the price tag, you\u2019ve brought them one step closer to completing the sale. <\/p>\n\n\n\n3. We Don\u2019t Have Any Budget<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nWe can work around that. We also offer customized plans that might be lighter on the pocket. Would you like to hear more about that?<\/code><\/pre>\n\n\n\nBudget is an important consideration for every prospect. And so, it’s an important consideration for you as well. In such cases, concentrate on helping your prospect out. In case your solution doesn\u2019t offer customized plans, explore installment or deferred payment options<\/strong>. <\/p>\n\n\n\n4. I\u2019m Not Interested<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nI understand. Do you think I could email you the recent case study we did on {prospects competitor}? {Solution} helped them drive {business metric} by 40%. And I think we could do the same for you. If you like it, we could discuss it in depth after. Sound good? <\/code><\/pre>\n\n\n\nIn certain cases, your prospect might not even give you a chance to make a sales pitch. But as an SDR, it\u2019s what you were born to do! And so, make sure you quickly put your best foot forward without sounding salesy. <\/p>\n\n\n\n
5. I\u2019m Busy<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nI understand. Sorry to disturb you. Could you tell me a better time to contact you?<\/code><\/pre>\n\n\n\nJoel Thomas, enterprise SDR at Almabase, goes one step further after this to ask whether he could take 30 seconds to tell them why he called. According to him,\u00a0<\/p>\n\n\n\n
\u2018Some people are genuinely busy \u2013 they\u2019re probably in a meeting or something, and then you don\u2019t want to interrupt that, but some people just want to brush you off.<\/em>\u2019<\/p>\n\n\n\nThis depends entirely on how you read the room at that moment. You could ask a follow-up question like Joel, or you could simply contact them later<\/strong>, at the agreed-upon time. The idea is to respect your prospect\u2019s time ultimately. <\/p>\n\n\n\n6. I Don\u2019t Have the Authority<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nIn that case, would you mind pointing me in the right direction?<\/code><\/pre>\n\n\n\nOvercoming objections in sales also means working smart. If your prospect is not the final decision-maker, you\u2019re wasting their time and yours. <\/p>\n\n\n\n
Asatta Leggett,<\/strong> former BDR at Smart 3rd<\/sup> Party, says she asks the prospect to direct her to the right person <\/a>in such cases and then contacts them. If the prospect refuses to share the information, she drops them out of her sales cadence and moves to the next prospect. <\/p>\n\n\n\n7. I Have Not Heard of Your Firm<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nIn that case, allow me to introduce our solution. {Solution} allows businesses to drive {specific business metric} by automating the {specific business process}. I think {solution} could bring considerable value to your organization. If you could spare a few minutes, I\u2019d be glad to share how.<\/code><\/pre>\n\n\n\nThe first impression is the last impression. This sales objection allows sales reps to introduce the solution and influence how their prospect feels about their company. And so, in such cases, a quick introduction is a great way to steer the conversation<\/strong> to the reason you\u2019re contacting them.<\/p>\n\n\n\n8. {Pain Point} Is Not Currently Important<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nI understand. Would you mind sharing what\u2019s your focus currently? {solution} is pretty versatile and might be able to help you with it. <\/code><\/pre>\n\n\n\nThis rebuttal allows the sales rep to prevent the sales call from being cut while also learning more about the prospect and their current priorities. Based on this, the SDR can elaborate on other features of their offering <\/strong>that can help the prospect drive their current objectives.<\/p>\n\n\n\n9. Your Product Is Complex To Use<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nCould you tell me the features you found difficult to use? I\u2019m sure I could help you through it. Alternatively, we also have a 24x7 support team that is always available if you ever hit a brick wall. <\/code><\/pre>\n\n\n\nOvercoming objections in sales also helps you introduce the benefits of your offering. Here, the SDR has given a balanced response, offering to help the prospect navigate the solution<\/strong> while also impressing upon them that they\u2019ll never be alone or hung out to dry with their solution. Effectively killing two birds with one stone.<\/p>\n\n\n\n10. We\u2019re Being Downsized<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nI\u2019m sorry to hear that. Thank you for taking out time to talk to me nonetheless. And if you want to know more about {solution} in the future, please let me know. I\u2019ll be happy to walk you through it. <\/code><\/pre>\n\n\n\nHandling sales objections in sales might sometimes require you to put off pursuing your prospect for the time being. In such cases, there is no point convincing the prospect of your solution as they are clearly not in a position to prioritize it. At such times, all you can do is politely close the call and let them know you\u2019re available <\/strong>if the situation changes at their end. <\/p>\n\n\n\n11. I\u2019ve Heard Negative Comments About Your Company<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nI\u2019m sorry to hear that. But I assure you, those were in relation to an issue we\u2019ve since resolved. If it helps, we have a case study from {client} that elaborates on the issue that was fixed. If you\u2019d like, I\u2019d be happy to share it with you. <\/code><\/pre>\n\n\n\nHere, the SDR\u2019s response acknowledges the prospect\u2019s fear and doesn\u2019t brush it off. You might be faced with such situations where your prospect\u2019s fear of connecting with you might be genuine. But these can also offer a golden opportunity to showcase your commitment to your clients. <\/p>\n\n\n\n
Here, by sharing that the company has dealt with the issue and offering a case study on it<\/strong>, the sales rep portrays the company in a positive light. <\/p>\n\n\n\n12. I Can\u2019t See Any Benefit in ROI<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nI\u2019d be most happy to show you. We\u2019ve helped {prospect\u2019s competitor} drive sales by X%. And we can do the same for you. If it sounds good, we could schedule a meeting sometime this week and I could give a detailed rundown of how {your solution} managed that? <\/code><\/pre>\n\n\n\nAs with the objection of your solution being too expensive, you need to show prospects who have ROI-related objections the benefit of your offer. Here, you need to be armed with data and case studies to illustrate how exactly your solution will benefit them.<\/strong><\/p>\n\n\n\n13. You Don\u2019t Have (Feature)<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nYou\u2019re right there. But we make up for it by partnering with {partner solution} that complements {solution\u2019s} features beautifully. It\u2019s working great for a lot of our clients. In fact, recently, our solution has helped {client} reduce {pain point} by almost 40%.\n\nI would love to share more about how {client} achieved this with {solution}.<\/code><\/pre>\n\n\n\nOvercoming objections in sales means listening to your prospect\u2019s concerns and not fighting them. In such objections, it\u2019s best to agree with the prospect and then proceed to offer clarifications<\/strong>. Further, by offering social proof<\/strong>, you can solidify your claim that a missing feature isn\u2019t hurting your customer experience. <\/p>\n\n\n\n14. We Don\u2019t Have a Big Enough Team for This<\/h3>\n\n\n\n
Response:<\/strong><\/p>\n\n\n\nI see. But that\u2019s not bad news, actually, because I believe {solution} can add value to a small team as well. Could you tell me how big your team is currently and what an average day looks like for them? \n\nThe reason I ask is that {solution} could help take some of those tasks off your team\u2019s shoulders and allow them to focus on more core activities.<\/code><\/pre>\n\n\n\nObjection handling in sales, more often than not, requires sales reps to explain their solution\u2019s features. But not like a parrot. You need to catch your cue and tactfully push your offering. This often means tailoring your solution\u2019s list of features based on what\u2019s most important to your prospect.<\/strong><\/p>\n\n\n\nConclusion<\/strong><\/h2>\n\n\n\nWhen it comes to making successful sales calls, there\u2019s no denying the importance of handling sales objections artfully. You are essentially a stranger to your prospect. So, they are naturally more inclined to shorten the conversation out of fear of their time getting wasted. <\/p>\n\n\n\n
In other words, these are not the red light but minor speed bumps. All you have to do is navigate around them skillfully. And now, with the sales objection handling examples we\u2019ve shared, you can do just that! <\/p>\n\n\n\n
\nResources You’ll Love<\/strong><\/h2>\n\n\n\n\n- 8 Essential Steps for a Successful Sales Call Plan in 2024<\/a><\/li>\n\n\n\n
- 14 Best Sales Call Recording Software To Win More Deals in 2024<\/a><\/li>\n\n\n\n
- What Is a Call Recording Software and Why Do You Need One?<\/a><\/li>\n\n\n\n
- How to Coach Your Reps Effectively With Call IQ<\/a><\/li>\n<\/ul>\n<\/div><\/div>\n\n\n\n
FAQs<\/strong><\/h2>\n\n\n\n\n\nHow do you handle sales objections?<\/h3>\n\n\nTo develop objection handling skills, keep the following in mind.<\/strong><\/p>\n– Listen to your prospect\u2019s objection
– Understand what\u2019s the cause of the objection
– Validate your prospect\u2019s concerns
– Respond appropriately
– Ask your prospect if they would take the conversation forward once the sales objections are clarified<\/p>\n\n<\/div>\n<\/div>\n
\nWhat is the most common sales objection?<\/h3>\n\n\nThe most common sales objection is a lack of budget<\/strong>. After everything, it always boils down to how much your solution will cost the prospect. And so this is often one of the most common sales objections sales rep must face. Others include \u201cI\u2019m not interested,\u201d \u201cI\u2019m busy,\u201d and \u201cWe\u2019re using {competitor}.\u201d<\/p>\n\n<\/div>\n<\/div>\n<\/div>\n<\/div>","protected":false},"excerpt":{"rendered":"\u201cSure, sounds good, let\u2019s do this!\u201d Wouldn\u2019t it be great if prospects would respond with this during a sales call? But alas, reality sings a different tune. As a sales rep, you\u2019re aware of the truth that prospects are rarely thrilled to hear you out. They will interject your pitch with a big red light […]<\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"rank_math_title":" How to handle objections in sales? (10+ Examples)","rank_math_description":"Sales objection handling is a crucial skill for the modern SDR. Here, we share 15 stellar responses to common sales objections to help you book more meetings!","footnotes":""},"categories":[9],"tags":[],"class_list":["post-7892","post","type-post","status-publish","format-standard","hentry","category-sales-development"],"_links":{"self":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/7892","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/comments?post=7892"}],"version-history":[{"count":44,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/7892\/revisions"}],"predecessor-version":[{"id":25760,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/7892\/revisions\/25760"}],"wp:attachment":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/media?parent=7892"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/categories?post=7892"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/tags?post=7892"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
Much like the court of law, these objections can also be overruled<\/em>. You might not be able to play the judge in your sales call, but you have persuasion skills that can help you jump over these hurdles swiftly. <\/p>\n\n\n\n But, let\u2019s understand why we\u2019re discussing sales objections handling in the first place. <\/p>\n\n\n\n In a perfect world, you\u2019d make a sales call<\/a>, explain how your solution does the job, why your prospect needs it, and that would be all that does the trick. But, in the world we live in, sales objections are a demon all SDRs must fight to smash their sales quotas.<\/p>\n\n\n\n And so, polishing your sales objection handling techniques is not optional, but in fact a very real necessity today. Here\u2019s a look at what they bring to the table. <\/strong><\/p>\n\n\n\n The fastest and most efficient way to nurture a prospect down the sales funnel is to build a rapport with them.<\/strong> Your prospect should first trust you, before entertaining the idea of buying from you. And this requires you to be able to answer their queries and put their doubts to rest about the solution. <\/p>\n\n\n\n To do this effectively, you need sound knowledge about your solution, your competitors, and industry trends<\/strong>. And there\u2019s no better way to convince your prospect of your credibility than by handling their sales objections like a pro. <\/p>\n\n\n\n Sales objection handling also allows you to address your prospect\u2019s fears or opinions<\/strong> early on in the sales cycle<\/a>. This prevents any misunderstanding from festering. <\/p>\n\n\n\n Let\u2019s say your prospect has a budget concern. Addressing it early on allows you to explore tailored solutions or financing options, ensuring a smoother sales process.<\/p>\n\n\n\n It also helps you clear the air and put things right. But your prospect might not always be straightforward about what\u2019s holding them from making the purchase. <\/p>\n\n\n\n During such times, you must keep your ears open for non-verbal cues, such as silence or rapid speech.<\/strong> Ask follow-up questions to get to the root of the problem, and extinguish any misgivings or hesitations your prospects might have. <\/p>\n\n\n\n Now, let\u2019s take a look at some of the most common types of sales objections and how you can handle them<\/strong> effectively. <\/p>\n\n\n\n \u201cI don\u2019t see how this can help me.\u201d<\/strong> Responses like these are a classic example of when your prospect believes they don\u2019t have a problem that your solution can solve. <\/p>\n\n\n\n In such cases, steer the conversation to what your solution achieves<\/strong>. Describe the brighter future where your solution makes their job easier. <\/p>\n\n\n\n Be sure to research your prospect well, too. Having sound knowledge of their business requirements is the first step to convincing them why they should give your solution a second look. <\/p>\n\n\n\n Further, make sure to leave space to learn more through them. Ask them questions and dig deep into what their reality is. Based on this, you can tailor your sales pitch<\/a> to better suit their goals.<\/p>\n\n\n\n \u201cIt’s too expensive.\u201d<\/strong> The story often starts and ends on the price objections. If the cost is not flexible and you find this objection to be genuine, it’s always a good idea to qualify your leads<\/a> to avoid wasting time.<\/p>\n\n\n\n However, if there is room for some convincing, then double down on explaining why your solution costs what it does<\/strong>. How does it help your prospect? Further, if your solution is customizable, describe its features in connection with your prospect\u2019s pain points. Focus on the features that benefit them directly and soon, your prospect will start warming up to your offering.<\/p>\n\n\n\n This type of sales objection would manifest itself in responses like: \u201cI\u2019m not sure we need it right now.\u201d <\/strong><\/p>\n\n\n\n Aamir Sohail<\/a>, a top-performing SDR at Vervotech, says, \u201cIt is a clear indication that they are not aware of what exactly the product is<\/em>.\u201d <\/p>\n\n\n\n So, the best way to tackle this is to concentrate on what your solution brings to the table in relation to your prospect\u2019s pain points<\/strong>. Are they struggling with meeting their sales goals this quarter? Or is their budget not enough? <\/p>\n\n\n\n Clarify how your solution makes their life easier. And don\u2019t forget to talk in numbers. Shakespeare might have gotten away with just words, but he wouldn\u2019t have survived the SDR life.<\/p>\n\n\n\n \u201cI\u2019ve never heard of your solution.\u201d<\/strong> This can hurt, but it also allows you to give your prospect a great first impression. In such cases, sales objections handling means first putting your prospect at ease<\/strong>. Work towards building a relationship of trust. Because after everything, they need to feel comfortable talking to you before they consider buying your offering. <\/p>\n\n\n\n Additionally, keep the focus on them instead of your solution<\/strong>. Allow them space to talk about themselves, their pain points, and their struggles instead of focusing on the sale. <\/p>\n\n\n\n \u201cI\u2019m not the decisionmaker. It’s not my decision.\u201d<\/strong> Such sales objections are pretty common. So, knowing your way around these are essential. <\/p>\n\n\n\n In such cases, your best bet is to gather information. Learn more about the final decision maker. This includes gaining information on the capacity in which they work, the best time to contact them, and whether they report to someone else. <\/strong><\/p>\n\n\n\n You can do this by contacting multiple individuals from the same organization<\/strong> through multithreading, scouring their LinkedIn activity, or even leveraging social media to get a deeper understanding of who they are and how best to approach them. <\/p>\n\n\n\n This will also allow you to stay prepared for possible sales objections before you get on a sales call with the final decision-maker. <\/p>\n\n\n\n \u201cWe\u2019re comfortable with our existing platform.\u201d<\/strong> This doesn\u2019t necessarily have to be the end of the road. Instead, it could be an opportunity to ask them how they\u2019re finding the competitor and what they like and don\u2019t like. <\/strong><\/p>\n\n\n\n And through this, if you can pick up on some dissatisfaction, that\u2019s your cue to suggest they explore your solution.<\/p>\n\n\n\n \u201c{Your solution} doesn\u2019t offer {a specific feature} like {competitor}\u201d.<\/strong> These could be situations where your prospect doesn\u2019t fully understand what your solution offers. So, focusing on its features is a good way to proceed<\/strong> in situations like this. <\/p>\n\n\n\n Alternatively, if they are right about your product falling short of your competitor, steer the conversation to the positives. Don\u2019t ignore your prospect\u2019s concerns; be honest, but at the same time, start shifting the focus on what your product does right.<\/p>\n\n\n\n A stern \u201cNot interested\u201d or \u201cWhere did you get this number from?\u201d<\/strong> can cast a shadow on the conversation. When faced with such aggressive objections, the best you can do is keep your calm and not react to the unpleasantness. <\/strong><\/p>\n\n\n\n Instead, try maintaining your politeness and explain why you\u2019re calling. And if that doesn\u2019t work, end the call politely and try again later. Nikita Solberg, a top-performing SDR<\/strong>, looks to disarm such objections by first acknowledging the prospect\u2019s apprehension, followed by providing a value statement to say why the call was made to them specifically<\/a>.<\/p>\n\n\n\n So, what does sales objection handling look like? We got you. To master this art, you need to essentially keep 5 points in mind<\/strong>. Here\u2019s a look at each of them.<\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Handling sales objections like this allows you to gain more information about your prospect and your competitor<\/strong> alike. Further, your prospect is also convinced that you are genuinely interested in helping them and aren\u2019t just looking for a quick sale. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n For this sales objection, always try to highlight what your offering\u2019s benefits are<\/strong>. This helps convince your prospect by establishing a positive cost-benefit ratio. By making the prospect see that the advantages outweigh the price tag, you\u2019ve brought them one step closer to completing the sale. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Budget is an important consideration for every prospect. And so, it’s an important consideration for you as well. In such cases, concentrate on helping your prospect out. In case your solution doesn\u2019t offer customized plans, explore installment or deferred payment options<\/strong>. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n In certain cases, your prospect might not even give you a chance to make a sales pitch. But as an SDR, it\u2019s what you were born to do! And so, make sure you quickly put your best foot forward without sounding salesy. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Joel Thomas, enterprise SDR at Almabase, goes one step further after this to ask whether he could take 30 seconds to tell them why he called. According to him,\u00a0<\/p>\n\n\n\n \u2018Some people are genuinely busy \u2013 they\u2019re probably in a meeting or something, and then you don\u2019t want to interrupt that, but some people just want to brush you off.<\/em>\u2019<\/p>\n\n\n\n This depends entirely on how you read the room at that moment. You could ask a follow-up question like Joel, or you could simply contact them later<\/strong>, at the agreed-upon time. The idea is to respect your prospect\u2019s time ultimately. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Overcoming objections in sales also means working smart. If your prospect is not the final decision-maker, you\u2019re wasting their time and yours. <\/p>\n\n\n\n Asatta Leggett,<\/strong> former BDR at Smart 3rd<\/sup> Party, says she asks the prospect to direct her to the right person <\/a>in such cases and then contacts them. If the prospect refuses to share the information, she drops them out of her sales cadence and moves to the next prospect. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n The first impression is the last impression. This sales objection allows sales reps to introduce the solution and influence how their prospect feels about their company. And so, in such cases, a quick introduction is a great way to steer the conversation<\/strong> to the reason you\u2019re contacting them.<\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n This rebuttal allows the sales rep to prevent the sales call from being cut while also learning more about the prospect and their current priorities. Based on this, the SDR can elaborate on other features of their offering <\/strong>that can help the prospect drive their current objectives.<\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Overcoming objections in sales also helps you introduce the benefits of your offering. Here, the SDR has given a balanced response, offering to help the prospect navigate the solution<\/strong> while also impressing upon them that they\u2019ll never be alone or hung out to dry with their solution. Effectively killing two birds with one stone.<\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Handling sales objections in sales might sometimes require you to put off pursuing your prospect for the time being. In such cases, there is no point convincing the prospect of your solution as they are clearly not in a position to prioritize it. At such times, all you can do is politely close the call and let them know you\u2019re available <\/strong>if the situation changes at their end. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Here, the SDR\u2019s response acknowledges the prospect\u2019s fear and doesn\u2019t brush it off. You might be faced with such situations where your prospect\u2019s fear of connecting with you might be genuine. But these can also offer a golden opportunity to showcase your commitment to your clients. <\/p>\n\n\n\n Here, by sharing that the company has dealt with the issue and offering a case study on it<\/strong>, the sales rep portrays the company in a positive light. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n As with the objection of your solution being too expensive, you need to show prospects who have ROI-related objections the benefit of your offer. Here, you need to be armed with data and case studies to illustrate how exactly your solution will benefit them.<\/strong><\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Overcoming objections in sales means listening to your prospect\u2019s concerns and not fighting them. In such objections, it\u2019s best to agree with the prospect and then proceed to offer clarifications<\/strong>. Further, by offering social proof<\/strong>, you can solidify your claim that a missing feature isn\u2019t hurting your customer experience. <\/p>\n\n\n\n Response:<\/strong><\/p>\n\n\n\n Objection handling in sales, more often than not, requires sales reps to explain their solution\u2019s features. But not like a parrot. You need to catch your cue and tactfully push your offering. This often means tailoring your solution\u2019s list of features based on what\u2019s most important to your prospect.<\/strong><\/p>\n\n\n\n When it comes to making successful sales calls, there\u2019s no denying the importance of handling sales objections artfully. You are essentially a stranger to your prospect. So, they are naturally more inclined to shorten the conversation out of fear of their time getting wasted. <\/p>\n\n\n\n In other words, these are not the red light but minor speed bumps. All you have to do is navigate around them skillfully. And now, with the sales objection handling examples we\u2019ve shared, you can do just that! <\/p>\n\n\n\n To develop objection handling skills, keep the following in mind.<\/strong><\/p>\n – Listen to your prospect\u2019s objection The most common sales objection is a lack of budget<\/strong>. After everything, it always boils down to how much your solution will cost the prospect. And so this is often one of the most common sales objections sales rep must face. Others include \u201cI\u2019m not interested,\u201d \u201cI\u2019m busy,\u201d and \u201cWe\u2019re using {competitor}.\u201d<\/p>\n\n<\/div>\n<\/div>\n<\/div>\n<\/div>","protected":false},"excerpt":{"rendered":" \u201cSure, sounds good, let\u2019s do this!\u201d Wouldn\u2019t it be great if prospects would respond with this during a sales call? But alas, reality sings a different tune. As a sales rep, you\u2019re aware of the truth that prospects are rarely thrilled to hear you out. They will interject your pitch with a big red light […]<\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"rank_math_title":" How to handle objections in sales? (10+ Examples)","rank_math_description":"Sales objection handling is a crucial skill for the modern SDR. Here, we share 15 stellar responses to common sales objections to help you book more meetings!","footnotes":""},"categories":[9],"tags":[],"class_list":["post-7892","post","type-post","status-publish","format-standard","hentry","category-sales-development"],"_links":{"self":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/7892","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/comments?post=7892"}],"version-history":[{"count":44,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/7892\/revisions"}],"predecessor-version":[{"id":25760,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/posts\/7892\/revisions\/25760"}],"wp:attachment":[{"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/media?parent=7892"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/categories?post=7892"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klenty.com\/blog\/wp-json\/wp\/v2\/tags?post=7892"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}Why Is Sales Objection Handling Important?<\/strong><\/h2>\n\n\n\n
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Types of Sales Objections<\/strong><\/h2>\n\n\n\n
1. No Demand for Your Solution<\/h3>\n\n\n\n
2. Inadequate Budget<\/h3>\n\n\n\n
3. Lack of Urgency<\/h3>\n\n\n\n
4. Low Trust <\/h3>\n\n\n\n
5. Not Having Authority<\/h3>\n\n\n\n
6. Prefers Status Quo <\/h3>\n\n\n\n
7. Product-Specific Objection<\/h3>\n\n\n\n
8. Prospect Showing Aggression <\/h3>\n\n\n\n
Ways To Overcome Sales Objections<\/strong><\/h2>\n\n\n\n
<\/figure>\n\n\n\n1. Listen to the Prospects<\/h3>\n\n\n\n
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2. Understand the Objections<\/h3>\n\n\n\n
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3. Validate Prospect\u2019s Concerns<\/h3>\n\n\n\n
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4. Respond Properly<\/h3>\n\n\n\n
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5. Get the Confirmation<\/h3>\n\n\n\n
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14 Common Sales Objection Examples + Responses<\/strong><\/h2>\n\n\n\n
1. We\u2019re Using Your Competitor<\/h3>\n\n\n\n
And how has your experience been? If you don\u2019t mind sharing, what made you choose them? \n\n(Wait for their answer, and steer the conversation to how your product is better.)<\/code><\/pre>\n\n\n\n2. Your Solution Is Too Expensive<\/h3>\n\n\n\n
We\u2019re also offering advanced features that many of our competitors don\u2019t. In fact, our {feature} can help you address {specific pain point} effectively in half the time as {competitor} claims. You\u2019ll be getting a higher ROI with {solution}. \n\nIf you\u2019d like, I\u2019ll be happy to share a case study with you detailing how we achieved something similar for {prospect\u2019s competitor} recently. Is that something that you\u2019d be interested in?<\/code><\/pre>\n\n\n\n3. We Don\u2019t Have Any Budget<\/h3>\n\n\n\n
We can work around that. We also offer customized plans that might be lighter on the pocket. Would you like to hear more about that?<\/code><\/pre>\n\n\n\n4. I\u2019m Not Interested<\/h3>\n\n\n\n
I understand. Do you think I could email you the recent case study we did on {prospects competitor}? {Solution} helped them drive {business metric} by 40%. And I think we could do the same for you. If you like it, we could discuss it in depth after. Sound good? <\/code><\/pre>\n\n\n\n5. I\u2019m Busy<\/h3>\n\n\n\n
I understand. Sorry to disturb you. Could you tell me a better time to contact you?<\/code><\/pre>\n\n\n\n6. I Don\u2019t Have the Authority<\/h3>\n\n\n\n
In that case, would you mind pointing me in the right direction?<\/code><\/pre>\n\n\n\n7. I Have Not Heard of Your Firm<\/h3>\n\n\n\n
In that case, allow me to introduce our solution. {Solution} allows businesses to drive {specific business metric} by automating the {specific business process}. I think {solution} could bring considerable value to your organization. If you could spare a few minutes, I\u2019d be glad to share how.<\/code><\/pre>\n\n\n\n8. {Pain Point} Is Not Currently Important<\/h3>\n\n\n\n
I understand. Would you mind sharing what\u2019s your focus currently? {solution} is pretty versatile and might be able to help you with it. <\/code><\/pre>\n\n\n\n9. Your Product Is Complex To Use<\/h3>\n\n\n\n
Could you tell me the features you found difficult to use? I\u2019m sure I could help you through it. Alternatively, we also have a 24x7 support team that is always available if you ever hit a brick wall. <\/code><\/pre>\n\n\n\n10. We\u2019re Being Downsized<\/h3>\n\n\n\n
I\u2019m sorry to hear that. Thank you for taking out time to talk to me nonetheless. And if you want to know more about {solution} in the future, please let me know. I\u2019ll be happy to walk you through it. <\/code><\/pre>\n\n\n\n11. I\u2019ve Heard Negative Comments About Your Company<\/h3>\n\n\n\n
I\u2019m sorry to hear that. But I assure you, those were in relation to an issue we\u2019ve since resolved. If it helps, we have a case study from {client} that elaborates on the issue that was fixed. If you\u2019d like, I\u2019d be happy to share it with you. <\/code><\/pre>\n\n\n\n12. I Can\u2019t See Any Benefit in ROI<\/h3>\n\n\n\n
I\u2019d be most happy to show you. We\u2019ve helped {prospect\u2019s competitor} drive sales by X%. And we can do the same for you. If it sounds good, we could schedule a meeting sometime this week and I could give a detailed rundown of how {your solution} managed that? <\/code><\/pre>\n\n\n\n13. You Don\u2019t Have (Feature)<\/h3>\n\n\n\n
You\u2019re right there. But we make up for it by partnering with {partner solution} that complements {solution\u2019s} features beautifully. It\u2019s working great for a lot of our clients. In fact, recently, our solution has helped {client} reduce {pain point} by almost 40%.\n\nI would love to share more about how {client} achieved this with {solution}.<\/code><\/pre>\n\n\n\n14. We Don\u2019t Have a Big Enough Team for This<\/h3>\n\n\n\n
I see. But that\u2019s not bad news, actually, because I believe {solution} can add value to a small team as well. Could you tell me how big your team is currently and what an average day looks like for them? \n\nThe reason I ask is that {solution} could help take some of those tasks off your team\u2019s shoulders and allow them to focus on more core activities.<\/code><\/pre>\n\n\n\nConclusion<\/strong><\/h2>\n\n\n\n
Resources You’ll Love<\/strong><\/h2>\n\n\n\n
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FAQs<\/strong><\/h2>\n\n\n
How do you handle sales objections?<\/h3>\n
– Understand what\u2019s the cause of the objection
– Validate your prospect\u2019s concerns
– Respond appropriately
– Ask your prospect if they would take the conversation forward once the sales objections are clarified<\/p>\n\n<\/div>\n<\/div>\nWhat is the most common sales objection?<\/h3>\n