zandax online course logo
Home
 
Info, Blogs, Contact & Login
Learn
Tests

3 Common Sales Objections and How to Overcome Them

From the ZandaX Sales Blog

Articles to make you more effective in your sales career

3 Common Sales Objections and How to Overcome Them
A post from our Sales blog

      Written by John Boddington
Anyone who has worked in B2B sales has faced objections at one stage or another. As frustrating as it can be, it should actually be welcomed because it can give you a helpful insight on how to close the sale. The ability to handle and overcome sales objections is what makes a truly great salesman. Understanding the most common sales objections and learning the greatest sales objection handling techniques there are is the best way to prepare yourself in the tough world of sales.

Sales Objection: Definition

Sales Objections

A sales objection is a reason or argument given by the prospect for why they are not ready to buy the product or service you are trying to sell them. Usually this will revolve around the common sales objections list of budget, authority and timing.

In order to succeed as a salesperson, you will need to prepare yourself for the potential objections raised by your prospect and understand how to handle them. Just remember, an objection is not the same thing as a rejection, so cover their concerns until your prospect is satisfied and ready to buy.

Top 3 Common Sales Objections

Working in B2B sales will see you face all sorts of objections, and some of the most familiar sales objection examples will revolve around these three main areas:

  1. Budget: "You've got a great product here, but it's more than we're willing to spend."
  2. Authority: "We could really use this service, but my boss would not agree to it."
  3. Timing: "This is great, but it's just not the right time for us to invest in this."

The above sales objection examples are pretty typical and that's a good thing because it makes it much easier to prepare a sales objection handling system. So, let's take a look at each of these key objections and find out how we can handle them.

Budget: This tends to be one of the most common objections salespeople face in the B2B world. Oftentimes prospects will tell you that they like your product or service, but simply cannot afford it. They may even ask you for a discount. When it comes down to money, how do you handle this objection?

This may seem like a dead end, but what you need to do is get down to the root of the problem. It could just come down to the fact that they don't place the same value on the product as the price they are expected to pay. By demonstrating the value of your product or service, and even how much money it could save them, you can address the issue of money in a positive way.

Authority: It's not uncommon to come across this type of objection in B2B sales, as the buying process tends to involve more than one decision maker. Just because you can't close the sale straight away does not mean that you have been defeated.

One way to respond to this is to have material prepared that can be handed over to the rest of the decision makers or the one in charge. Convince your prospect that your product or service will be a great asset to the company and they can relay this information onto others.

By preparing easy to read material that essentially sums up the sales pitch you can make the process a whole lot easier and increase your chances of your product being passed onto the head honcho.

Timing: If a prospect talks to you about timing, then you need to figure out if they really mean timing or if they are just finding a way to stall. It could be that they genuinely don't have the budget for it right now, but they have funding coming up, in which case it would be better to wait and then follow up.

However, you can overcome this objection by convincing them that they shouldn't wait as they will be losing out by not investing in your solution straight away. Do your research so you can back this up with numbers and a timeline for their ROI.

Return of Investment

4 Sales Objection Handling Tips

Quite often salespeople will fall at the first hurdle. They will hear these objections and decide that their prospect is not interested, or there is just no way to make this sale happen. However, there are ways to overcome these sales objections and it comes down to preparation. By coming up with a list of common sales objections and answers you can improve your sales techniques and see a significant increase in sales.

1. Preparation: The best way to handle an objection is to be ready for it so you don't lose your cool when the issue comes up. Prepare some answers that can be used in a variety of situations, such as those relating to the value of your product or service, identifying the company's need for it and preparing some numbers and figures.

2. Finding out the real problem: As the above examples demonstrate, the initial objection doesn't always reveal the true problem. By digging for information you can help to address the real problem at hand and offer a suitable solution.

3. Quantify the benefits: It's important to stick to the facts and sell your product or service using quantifiable benefits, rather than depending on intuitions. It is much easier to sell when you have the hard facts to back you up. Again, in this case you will find that preparation is the key.

Identifying possible sales objections is the first step to understanding the best way to tackle them. The most important thing is to make sure you are well prepared before going in and doing your sales pitch. You don't want to find yourself in a situation where you lose out on a sale simply because you didn't come prepared. You should be able to offer a solution to almost any objection, whether it is related to price, time or authority. Having answers prepared will give you the confidence to make the sale happen.

More Recommended Articles
Online courses to boost your skills
Click a button to see more about each course
Personal Development
Microsoft Software
 
 
online logo
ZandaX – Change Your Life ... Today
All content © ZandaX 2021
Close menu element
See how you score on a range of skills that are critical to your well-being and performance
Communication Skill test
Communication Skills
How Can You Communicate Better?
Would you like to see what kind of communicator you are? And how you can improve the effectiveness of your communications?
Likeability test
Likeability
How Much Do People Like You?
Do you sometimes wonder just how likeable you are? And wouldn't you like to see how you can (genuinely) become more likeable?


Time Management test
Time Management
How Can You Make More Use Of Your Time?
Are you frustrated by how easily time slips away? Do you get frustrated when things don't get done just because you run out of time?
Assertiveness test
Assertiveness
Are you Passive, Aggressive or Assertive?
Would you like to know where you fall on the behavior spectrum? Does your response to events sometimes surprise you?


Close menu element
Information & Resources
ZandaX information
Information
Read more about us, our Privacy Policy and our Terms of Service
See how we want to help you, and how we make everything easy for everyone
Callback request
ZandaX Blogs
Articles to increase your knowledge and understanding in key areas of your life and career.
Read our blogs on Personal Development, Business Skills and Leadership & Management


Time Management test
Log In
Log in to your online dashboard
View your courses, review what you want and download your workbooks and certificates
Assertiveness test
Contact Us
An easy online form to get in touch
With options for More Information, Customer Service and Feedback


Close menu element
Learn About:
 
Personal Development
 
Marketing
 
Microsoft Office
Microsoft Project
Microsoft Visio
 
 

[NOTE: Mouse over the titles above,
then to visit the website pages you want,
click on the links in the right hand panel]
Our courses
We have everything covered: learn all applications at all levels!   All courses are CPD certified.
Microsoft Excel courses
Microsoft Excel Introduction
Microsoft Excel Professional
Microsoft Excel Intermediate
Microsoft Excel Advanced
Microsoft Powerpoint courses
Microsoft Powerpoint Introduction
Microsoft Powerpoint Advanced
 
Microsoft Word courses
Microsoft Word Introduction
Microsoft Word Intermediate
Microsoft Word Advanced
Microsoft Powerpoint courses
Microsoft Access Introduction
Microsoft Access Intermediate
Microsoft Access Advanced
Microsoft Outlook courses
Microsoft Outlook Essentials
 
 
Microsoft Project
Enhance your project management with our two intensive but very easy-to-follow CPD certified Microsoft Project courses.
Microsoft Project courses
Microsoft Project Introduction
Get a solid foundation in Project software to create solid, resilient project plans.
You don't need prior experience with Project: just be able to use a PC with Microsoft Windows.
Microsoft Project Advanced
The Advanced course takes you to a level that will put you in complete control of your projects.
You should, of course, be fully conversant with the skills and concepts taught in the Introduction course.
Microsoft Visio
Become a Visio master with our two intensive but very easy-to-follow CPD certified Microsoft Visio courses.
Microsoft Visio courses
Microsoft Visio Introduction
Get a solid base for using Visio to create high quality, impressive diagrams.
You don't need prior experience with Visio: just be able to use a PC with Microsoft Windows.
Microsoft Visio Advanced
This course will enable you to use Visio to design graphics at the highest level.
You should, of course, be fully conversant with the skills and concepts taught in the Introduction course.
Take a look at our new Marketing section which we begin with two great books on Copywriting.
... There's lots more to follow, so stay tuned!
Copywriting books
Copywriting for Results
A two-book set that will give you all you need to write great copy every time.
Get the first book to learn the process, then the second to see how to apply it to all media types.
  • Copywriting for Results: Your Complete Guide
  • Copywriting for Results: Putting It Into Action
Watch This Space
We have more in the pipeline so be sure to check back soon to see what's new!
More marketing books
Great, easy-to-follow CPD certified courses on skills that will change your life!
Learn How to Stop Wasting Time!
Time Management course
Get more out of every day of your life ...
Boost Your Self Esteem: Be Assertive
Assertiveness course
Learn how to deal with bad behavior
Great Communications = A Happy Life!
Communication Skills course
Supercharge your communications
Improve Your Relationships
Building Relationships course
Learn how to be more likeable!
Get a Plan to Beat Your Stress
Stress Management course
Learn how to reduce & manage your stress
It's the Behavior, Not the Anger!
Anger Management course
Control anger in yourself and other people
Site Cookies
We have placed cookies on your device to help make this website better.

You can change your cookie settings in your browser. Otherwise, we'll assume you're OK to continue.

I'm fine with this