Editor’s note: This post was originally published on 3/9/15 and has been updated for accuracy and comprehension. Is your prospecting strategy lagging? Finding it hard to get help? Or authoritative articles that will really help move you out of this slump? Most articles on common sales objections focus on the later stages in the buying cycle. But there’s a very important part of the buying cycle that’s often overlooked: prospecting. In fact, getting that initial meeting booked may be the biggest hurdle in the entire sales cycle.
It’s hard to do prospecting. You have just a few seconds to get their attention before prospects move onto the next email, article or social media post. In addition to getting their attention, once you have the prospect, you’ll most likely face a few sales objections. Here’s a look at some of the common ones, and we’ll also cover how to overcome these objections.
The objection: “Could you call me back next quarter?” You’re selling to busy professionals that already have too much on their plate. A sales call is just another thing to put on the already-packed schedule. But if you offer something that makes their life easier, it will help you overcome this hurdle. Business owners desperately want more hours in the day. When I remind them that my services do just that, it’s much easier to land the appointment. How you should respond: “Absolutely. I don’t want to take up your valuable time. In fact, if we could just set up a five minute call, I’ll show you how you can [insert benefit.]” Positioning how the call will benefit the prospect will help you land the appointment.
The objection: “We’re already working with [insert competitor].” This objection challenges you to clearly communicate your value proposition and what differentiates you from the competition. When they already have a vendor, your prospect is thinking: “If it ain’t broke, don’t fix it.” It’s your job to change their mindset by clearly delivering value. How you should respond: “I understand that. We aren’t asking you to make a drastic change. Can I show you how we’ve helped our clients [insert benefit that corresponds to their need]. This benefit could range from increasing traffic, boosting conversions, or increasing revenue.
The objection: “Sorry. We just don’t have the budget for it.” Sometimes, a prospect does have the budget, they just aren’t convinced they want to spend it like that. And even if they don’t have the budget, that doesn’t mean they won’t in the future. Try to dig a bit deeper and schedule a follow-up call to discuss their needs. If you can position yourself as a solution, they’ll buy. How you should respond: “That’s alright. There’s no expectation for you to pull the trigger right now. I’d just like an opportunity to show you a strategy for boosting your revenue or helping you meet business goals – even if it’s down the road. Can I schedule a follow up call over the next couple of days?”
The art of sales requires perseverance in the face of rejection. But it also requires a persistence to overcome common objections and make the sale. And once you master that skill, you’ll be well on your way to master-salesman status. Which of these common sales objections do you hear the most? What method do you use to overcome them?