SupportBiz lists six common objections that people make to sales, and tells you how to overcome them.
1. ‘I don’t want to change.’
People often fear change, stopping them from trying out new products/services, even though they might be better than the ones they are using presently. Fear of change is, thus, a common sales objection that you will come across. A target customer might tell you he/she does not want to buy your products/services because he/she does not want to change how things have been done in his/her home/office for quite some time.
You can overcome this objection by pointing out real-life examples of such changes that you have dealt with, and which have had positive results. Educate such potential clients on the benefits that they stand to receive by tiding over the fear of change and embracing your products/services.
2. ‘Your prices are comparatively higher.’
Another common sales objection that you will face is from customers telling you that your prices are high, that they can get similar products/services at lower prices from other suppliers.
You can overcome this objection by telling them exactly why your costs are higher. Point out to such customers the superior quality of your products/services and your unique selling proposition (USP) which they will not receive from any other supplier.
3. ‘I am comfortable with the way things are at the moment.’
Complacency is another sales objection that you will come across commonly, in the course of your entrepreneurial journey. A target customer might tell you that he/she is happy with the products/services he/she is using at the moment, and does not see the point of switching over to your firm.
How you can overcome this objection is by sharing with such customers some research about the changes their competitors have made in their business, and how they have stood to gain from them. You should also educate these customers about the benefits their businesses can achieve if they change over to your products/services.
4. ‘I don’t have time for this right now.’
A potential customer might tell you that he/she is too busy at the moment to meet you and discuss your products/services. This is a very common sales objection encountered by entrepreneurs.
You should catch the attention of such busy clients by telling them, in brief, what they would stand to gain by using your products/services and how easy it would be to deal with your firm.
5. ‘I would need to check with my partner before I decide on anything.’
Often, a potential client will tell you that he/she needs to run your proposal by a spouse or business partner, before he/she can take a decision to deal with you.
How you can deal with this is by insisting on having a joint meeting with the client as well as his/her spouse/partner. Tell them that you will be better able to address any queries that the spouse/partner might have, this way.
6. ‘How do I know I can trust you?’
The hesitation to trust you and the quality of your products/services is another very common sales objection that most start-up entrepreneurs encounter.
You can overcome this objection by offering to such potential clients referrals and testimonials from your satisfied customers. Show them survey reports and case studies that will build their confidence in your business and your products/services.