Objection handling in the most practical way from a Sales Rep of 4 years

What's fun is when your customers get to see the benefits eye to eye with you. But sometimes things don't go your way but it's fine. It's still part of the job that I enjoy.

Anyway to me, the outcome of objection handling personally is not about winning the other person. It is about hearing what the customer needs and suit their needs to what we can provide (if possible). 

Why customers give objections can be due to many reasons

• They dont feel like hearing what you say (eventhough it is right)

• They would like to sound smart / They dont want to sound stupid because being told what to do by buying this (ego)

• They are not ready to make the purchase at this very moment due to budget or wanting to compare 

• They might feel like i dont know if they should trust you because at the back of their mind, theres a possibility that they are thinking maybe you are just trying to make them buy your product

Object certain things, usually its

• Costs

• Confidence (unable to see the value of the things and how it can benefit)

• Features 

Objective of objection handling 

• Finding the root cause (deep pain) of their hesitant

• Make them trust you more, you are not pushy but rather you are trying to understand their pain 

"overrule!"

Examples of handling objections

Timing objection : “I need time to think about it” 

• Tell me what’s going on? Does it relate to the cost or the product? I am here to provide you the answers that you need, you can see me as a live chatbot. So tell me, has there been any problems you are facing recently with budget? Or what sort of impact that you hope to achieve from engaging with this product? I can tell whether you can or not achieve that 

Price objection : “It is too expensive”

• I understand that it might seem like it’s expensive but you either work with products that is cheap and not good or good and not cheap. Which would you prefer? And the returns that you are getting out of paying $X/day will worth $XX/day for your business in the next 3-6 months. The amount of cost savings that you 

Competitor objection : “that other company is offering the same product at lower price” 

• What is unique about us here is that we focus way more than just the product. We pour in more of our time on what’s after the sales have been made as we truly value you and your trust. Our customer support is 24/7 etc. 

Trust objection : we not sure if your product/service is able to deliver as promised or up to our expectations

• Of course, we understand that, but we have gone through your needs and analyzed it together. We don’t want a quick fix to our problems, we understand quality experience and durability and hence since the start of our company, we have had multiple returning customers. Our case studies and testimonials are our social proof. We do offer a pilot program if need to, for you to experience working with our product and if there are any issues, we can rectify them right away.

Objection due to change: We are comfortable with what we working with now, our current providers/ consultants

• Would you agree that times are always changing? What seems to be working 1-2 years ago may not be as efficient as it used to be and if you are not upgrading the tools that you are using, you won’t be able to max out your output. We provide free updates on our products every few months. Making the change right now improves your efficiency by 50% and drastically saves costs by 20%. You can use this excess 20% to enjoy with your family. Spend a little money with them. And at the end of the day, you will have peace of mind because this aspect of life is taken care of by us.

By addressing objections effectively and providing tailored solutions, you can build trust, overcome resistance, and increase the likelihood of closing the sale.