As a salesperson, you will encounter a lot of sales objections. It’s part of the game.
But learning how to handle sales objections is what will set you apart from an normal salesperson to an EvilSalesman (someone who is a rockstar when it come to sales).
I am going to outline 5 Most Common Sales Objections that you will encounter no matter what you are selling and who you are selling to.
How To Handle The 5 Most Common Sales Objections?
If you don’t want to read through the full list of 5 most common sales objections and how to handle them, you can watch the video below:
If you want to get better no matter what sales objections you encounter, you need to real my post here. It will teach you how to handle any type of sales objections.
#1 – “I need to ask my wife, first”
This is one of the most common sales objections that you will face.
First of all, you do have to acknowledge that that person’s wife is important. (don’t just brush them off)
Second, you need to be a little cocky and funny.
For example, here is something I would do “(hahaha) I get it Bob, I have a wife too and she does the same thing, but Bob, you know it’s better to ask for forgives than permission right?”
Normally when I say that, the client and I will share a laugh and most likely move onto closing the deal.
It’s really as simple as that.
Don’t use the trick, “this deal is only for today so speak to your wife now.” This might be a little push and also is one of the oldest tricks in the game. Most people will just walk away from the deal if you say that.
#2 – “I need to think about it”
The worst saying when you get to the end of your closing pitch is “I need to think about it.”
To handle this sales objections, again you need to be a little cocky. (don’t be rude, be confident)
When someone says this to me, I always answer back by saying “do you need 2 days or 2 weeks to think about it?”
That fact is that even if they have to think about it for 2 days or 2 weeks, their answer is not going to change.
They probably have a concern about what you’re selling that you have not answered yet.
So ask them, “what is the real reason that we are not doing this today?”
They usually will open up more to you and give you a real reason that is holding them back from doing the deal today.
#3 – “I’m not interested”
This sales objection normally happens when you are first pitching your product or service, typically over a phone call.
It has happened to me thousands and thousands of time and still happens to me today.
For example, let’s say I am calling Bob and I say “Hi Bob, I am calling you from XYZ company to talk about your printing services.”
This is when Bob would say “I’m not interested” and tried to hangup the phone.
Now you may be thinking, what do I say now? Here is what I say…
“Of course Bob, of course you are not interested… You don’t even know why I am calling you… You don’t even have all the information… So why would you be interested? (hahaha) If you were interested then you would be the one calling me… I am doing you a favor by giving you a call and giving you more information about it.”
Trust me, after saying that, Bob will give me more than enough time to speak about what I am selling.
#4 – “I’m Busy” / “I don’t have time”
Just like the “I’m not interested,” this sales objection normally happens earlier in your sales cycle (or pitch).
Again, going back to the example of Bob, if he has said “I’m busy” or “this week I don’t have time, try again in 2-3 weeks.”
I would handle this objection like this:
“Of course you’re busy, Bob… That is why I am calling you… Let me know when you have 30 second (yes, 30 seconds) to talk about my product… Tomorrow, next week?”
Usually, the “30 second” gets their attention, and they want you to talk about it now.
#5 – “I don’t have the budget or money”
Again, this is one of probably (if not) the most heard of sales objection.
You will hear probably all you clients at one point give you this objection to handle.
Remember, I said you need to be cocky and confident when handling objections. You really need to be cocky in this one.
I always laugh when at first when they say this. (A BIG LAUGH)
Then I say, “You know, I didn’t have the budget for Netflix, until I bought it.”
I will follow up (before the customer says anything), “You know, a lot of our customers right now said the same thing but right now they are so happy with our product.”
Another thing you can say, depending on what and who you are selling.
“Do you not want to make that extra $50,000 this year?”
When you say things like this, it hits them where it hurts. They are more likely to close or at least give you more time to convince them.
But remember what I said before, you have to be confident and cocky. If you say these things with a nervous attitude or voice, the customer will always win.
I Have Mastered Sales Objections, What’s Next?
So there you have it. Those were the 5 most common sales objections that you will face and how to handle them.
If you are looking to learn how to handle any sales objections, you need to read my post about how to handle any sales objections (no matter what).
The best thing you do now is to practice.
You will not have the confident or cocky attitude or voice on the first sale pitch or call you make. It take time.
You need to practice using a louder voice and knowing exactly what to say when a sales objection comes up.
Go back and look through the list. Put my word into your own words.
Before you know it, sales objections will be nothing to you and you will become an EvilSalesman.