Most Common Sales Objections and How You Can Handle Them

The prospects don't realize a need

You can't sell anything to a prospect who doesn't need your product / services. That's why sales reps are encouraged to filter their prospects. Sales reps will still experience the opposition of "no need", though, even after correctly qualifying their leads.

How to handle it

Prospects sometimes don't know about their own needs, because nobody has pointed that out to them. You can readily overcome this objection if you can help them see the requirements and possibilities that they are overlooking currently.

Satisfied with the current service provider

It is human nature to be drawn into a false sense of security. People get complacent and they are afraid of progress or change. This is one of the common objections that occur in sales.

How to handle it

If the customer is held back because they are scared of new changes then you should tell them the disadvantages of not being bold enough to take the first time.

After the introductory call, the prospect asks you leave some information

When clients shake off your connection request and ask you instead to leave some information, they are not likely to respond. It's the classic scenario of "Don't call me, I'll call you" that can stall sales.

How to handle it

Definitely do send more information, but do it only after diving deeper and discovering what kind of advantages and characteristics of your product / services they want the most.

Not enough budget

Objections to pricing are the most common ones in sales. And the first response of many salespeople is to immediately grant a reduced cost.

How to handle it

When a prospect says "I don't think we've got the budget to afford this" it doesn't mean they can't really buy it on many occasions.