8 Most Popular Sales Objections

Having objections simply means you’re not answering the “why” of a sale, meaning “why should I buy this product?” Objections are GREAT door openers because most people fail to answer them correctly or simply give up after the second try. Customers want to know why your product or service is good for their business or personal life. Objections allow you to explore your customer’s fears and dig deep into their train of thought.

Although objections might seem like a “no, thanks”, most objections are diversion techniques people have adapted from being bombarded by cheap sales people with no knowledge of how to properly approach a customer. The key to answering objections is making sure you are targeting the right customer, marketing research isn’t easy. Hence our common problem of not having enough sales! We fail to recognize who needs our service and we become lazy by saying “everyone needs my accounting services.” Not true at all, focus on a niche market and expand from it.

Below we’ll explore each objection:

1. Lack of perceived value in the product or service: Your customer simply doesn’t understand or doesn’t want to know why your product or service ads value to their lives. This is when a clear and concise explanation of what you’re selling comes in. One sentence where you explain your customer why! Some people like calling this their elevator pitch.

2. Lack of perceived urgency in purchasing the offering: Why should I buy now? I have the rest of the year to think about it. Right, you have to pay your bills tomorrow and you need this sale! Another reason why you need to have conviction in your words, making sure you portray why buying your product or service is important NOW. Like a poet, you need to paint a picture in your customer’s mind, one of the items you CANNOT forget is why it needs to be right now. Time savings, money savings, comfort, piece of mind, security, etc.
3. Perception of inferiority to a competitor or in-house offering: When you target a large or established companies you’ll run into this objection. They think they have it all figured out and already know who can beat your prices or quality. Know your competition and how they differ from you. Never ever ever bash a competitor, EVER. You don’t know if they are a personal friend or family member. Simply make distinctions from what you offer and what they offer, know them like you know your own name!

4. Internal political issue between parties/ departments: This one is a tough objection to get through, because you don’t know if they are BSing you. Using your gut and what you found out about the issue will help you make a decision. Remember that some people will say anything to get off the phone, even BS you into something that doesn’t exist. Try asking questions in hopes of thoroughly understanding the issue.

5. Lack of funds to purchase the offering: When your client tell you they simply can’t afford it, it’s okay! He didn’t say he didn’t want it. Keep them in your monthly call list. I have had sales closed after six months when they said they couldn’t afford it. Make sure you never give up on them though, keep calling until they become your friends or they tell you to stop!

6. Personal issue with the decision maker(s): Why are you not talking to the decision maker? Stop wasting your time with people who don’t have the power to say yes to you! We all forget this at some point, but keep in mind that the person could be basing their opinion on something that they over heard or maybe made up to get off the phone. Talk to the decision maker, nobody else.

7. Initiative with an external party: Previous engagements or arrangements to deliver the product or service, not much you can do there. Remember to always dig in and ask questions. Who are they? What’s their price? When are they delivering? How long have you been doing business with them? Are you happy with their service?

8. Perception that “it’s safer to do nothing”: This one is the single hardest objection because people don’t like change. The only thing you can do is understand you client’s fears and what they hate. You know doing nothing is not okay, the conviction in your voice need to break through the barrier and deliver the message you know is important. Convince them, why? Because it’s a matter of life or death!

Study these convictions daily, you’ll encounter them with almost every new client. Make sure you are prepared to deliver your rebuttal immediately, you only have a few seconds of their attention so don’t waste them.

Go out and sell hard!

11 Rules Of Sales Success – Part 1

Sales success sounds simple, but in reality there are alot of aspects that require focus and understanding. During the next eleven days, we are going to explore one rule per day. Each day there will be one new rule added to our magazine that will cover in depth information on the subject. Below are the 11 rules briefly explained so you can catch a glimpse of much effort will go into this!

Rule No. 1 – Think! The sales will be 100% dependent on whether you believe it will happen or not. Thinking positively is something you must do with every prospect regardless of your “gut feeling” at the moment,

Rule No. 2 – Believe! Develop an impenetrable  sales belief system, you must believe in your company, your product, and yourself. Otherwise the sale will not happen regardless of how interested they are. You must show conviction towards the product you represent.

Rule No. 3 – Engage! People hate sales, they can’t stand being sold to. Instead you need to develop and engage the client/customer on a personal level that will create rapport and trust.

Rule No. 4 – Discover! You have alot of reasons to try to make this sale, but your customer could care less! The key with this rule is to discover what their reason is for talking to you and buying your service. Do they have a story? A simple need?  A desire to own? Passion? Fear? All these questions must be answered when talking to a new client.

Rule No. 5 – Ask! Asking the wrong questions will bring you the wrong answers, which means you wont make the sale. Questions are the soul of the sale, questions transform a sales process into a buying process, questions uncover the real reasons and motives for buying, and questions can break the sale.

Rule No. 6 – Observe! Your ability to observe has to be as good as your selling and listening abilities. Every time you meet a client or customer to lunch or go to their office watch for subtle details like trophies or menu preferences. People like detailed focused business partners.

Rule No. 7 – Dare! In simple words, have the guts to do something out of the ordinary to get your prospect’s attention. Leaving a funny or intriguing voice mail that will most likely get the prospect to return your call is a perfect example.

Rule No. 8 – Earn! In sales it’s important to always make a friend, and never just make a sale. Because when you make a sale, you earn a commission. But when you gain a friend, that commission is unlimited. Building rapport is a crucial step towards becoming a Sales Veteran!

Rule No. 9 – Own! Knowing the exact reason why you failed at making a sale is another very important part of information in the sales field. Owning up to your mistakes, knowing you have failed to master a certain aspect of your business will force you into action.

Rule No. 10 – Prove! Testimonials… some say they are worth 1,000 sales pitches, and I believe it. When you have a third party who has nothing to gain from a sale talk about how wonderful your service was, it can turn a pitch into a sale.

Rule No. 11 – Become! Don’t chase the dollar, but focus on complete mastery of your mind. Only when you feel competent enough to tackle a real prospect and make a sale, you will never be able to become a Sales Veteran!

During the next 11 days, we will explore each of these 11 crucial sales rules in depth. Please subscribe or comment!