4 common objections in selling?

1.” Your price is too high”

This is so common among the salespeople. I hear this all the time. And the challenge is once you have heard this objection, you're in trouble. Because what it means is that you haven't shown enough value in the sales process to justify the price.

Now there are a lot of ways that we can solve that. But let's just think about how we are creating value in the conversation. That means “are you solving a challenge that is important enough to your prospect?” So we need to really think about are we showing any value throughout the process, leading up to some kind of a price reveal or a budget conversation? Are we asking questions to really understand, “if I am able to solve this challenge what would it mean to them? Understanding the real cost of the challenges that they're dealing with is then going to justify the price of the product.

So once you're in this place of “your price is too high”, you're in trouble. You really should avoid this from happening in the first place by really focusing on the value. But once you're actually there, my suggestion to you is, if you actually hear this do not respond with some kind of justification, but you should really dig into understanding WHY THEY ARE SAYING THAT IN THE FIRST PLACE.

so they say, “your price is too high” the response should be: “I really appreciate what you are saying, but help me understand why you say that in the first place” and now you want to dig in and you're going to notice that all these objections you want to be responding with questions, with pauses, taking your time and not justifying or defending your position.

2. “This isn't a good time”

Now, depending on where you hear this in the sales process is going to alter your response and the feedback. Now if you here this later on in the sales process, it means that you haven't done a good job up until now to:

A: “Ask questions right to understand the importance of making this decision”

B: “maybe you haven't fully understood what their decision-making process is looking like”

so we want to really dig in earlier on in the sales process to understand how important is it to solve the challenges that we're discussing and if it is, then obviously timing is going to be less of a factor. I find that this is one of the easiest ways for prospects to blow off a salesperson.

Now if you do hear this response that, “this isn't a good time” the approach, of course, is to dig in with a question as to say,

”okay I appreciate your saying that help me understand why you're telling me that. You mentioned challenges A, B. and C were really important to be solving and now you're telling me it's not a good time, help me understand that”

You really want to dig into that number

3. “You should discuss this with my employee”

You know we've all heard some version of this, right? We’ve called high up in the organization and we've had a conversation and then they say, “you know what this actually isn't a good conversation for me. You should really talk to my employee”

So, the way we approach this is, first by avoiding it in the first place. And one of the challenges that let's say you're talking to the CEO. Now if you're in a conversation that is too “into the weeds” and is about the quality of service that they have from the current provider or is some other low-level thing like basically a small challenge. the CEO is going to say, “you know it sounds like this person who may be very nice, is going to have a much better conversation with one of the people below me because that's more their position and so we want to do is, when we're having that conversation with higher-level prospect, we want to make sure that we're talking about concept that they care about, that are important to them (Things like profitability and revenues and issues that really are big picture issues). So don't get too into the weeds here.

Now of course if you do have this happened to you again you want to ask some questions and get some feedback like, “I appreciate your saying that, help me understand why you said that I should be discussing this with person below you”

Now you're going to get some feedback which by the way you can then use in the future and understand where you really missed it and by the way sometimes digging into that can lead you back to another place to continue the conversation

4. “Can you call me back next month?”

This is one of the most common blowers that salespeople get from prospects and we just want to be ready for this and so if you've gotten this it means that leading up until now they have not seen enough value to discuss this conversation with you right now.

And before we ever get to this we want to be at a place where we're really digging into what they care about. We are asking about the challenges, we're asking about what they've done up until now or understand the value of those challenges or the cost of the challenges right we're really getting to a place where they're going to say to themselves, you know what, this is the time where I should be having this conversation.

Now if you anyhow get into that situation your response should be like,” I really appreciate your telling me that and having done this for a long time, very often when people say that to me, it's just a nice way of saying that they really just don't want to talk to me and just avoid the conversation.”

Now that can take you to 2 places. either they're going to say,” Yeah, you are right it's not really a good conversation” or they're going to say,” No actually this isn't a good time because this, this, this and this. Now you want to dig into that and keep that conversation going.

That's all for this blog, until next time, do good be good and be in the beautiful path of business