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The 13 most common objections during prospecting and how to overcome them

The 13 most common objections during prospecting and how to overcome them

The 13 most common objections during prospecting and how to overcome them    

Being able to respond to a prospect in a manner that will change their perception and eliminate any concerns that they may have is crucial to the success of a business. Most client businesses have objections to new products and services mainly with reasons best known to themselves and as a merchant business, it becomes important to find ways of bypassing the rejection. The 13 most common objections during prospecting include:

“There is no money for new ventures”

A popular objection by companies not willing to try out new products. Overcoming this can be done through focusing on their growth and talking to the prospect on how your product can be part of their growth strategy and how you can structure your price point so that it becomes an offering that fits into their business to catapult them to the next stage.

“Check back in a few months”

This is a delay tactic mainly by businesses that have varied offers on the table. The key is to focus on the pain points they have instead of focusing on sales conversation which will enable you stress on the benefits your product provides.

“I’m happy with {competitor Y}

Overcoming this objection is quite straightforward as it involves finding out the points they have for the statement including highlighting the fact that they cannot be fully content without trying the value your product brings since it may prove to be better and equipped to address the need they have.

“There is too much going on at the moment”

Countering this objection involves ensuring you learn all about the competing priorities which will enable you offer helpful resources to ensure you ease their time for research which will guarantee you remain within their radar and you also become an option they can take advantage of when the time comes.

“We already use product X and are content”

The target market is mainly resistant to change since they believe what they have is already working fine. Overcoming this objection involves working to explain that you are not looking to disrupt their system but that having a second opinion provides both value and added options. The idea is to place your brand as the best alternative but strive not to put the competing brand down.

“At the moment, there is no budget for this”

Being able to counter this objection involves efforts focused on position your option as a money saver while making it clear that you are not looking at them to buy immediately but to have the option to buy in the future. They should be able to see that the product will provide value in the future.

“I don’t see the problem that your product solves”

This is usually a request for more information about the product but packaged as an objection and countering this will demand that you refocus and explain the goals and objectives including the benefits of the product and the specific challenge that you see your product solving for the prospect.

“We have received so many calls like this”

The key is to acknowledge their frustration at the many offers but at the same time assert your credibility by pointing out the other players within the space that your company has successfully served.

“It is too expensive”

One of the most common objection and is made even by the target audience that really needs to buy the product or service. The goal is to focus on the value and benefit that the buyer will get to ensure that the concept of price is not a principal factor.

“I don’t see the potential for a Return on my Investment”

Countering this objection has to find you with a formal pitch with the numbers that support your claim and ensures that the prospect will gain from having your product.

“I don’t want to get stuck in a contract”

Cash flow reasons are what inform this objection but you can ease the mind of a prospect by identifying whether you can offer a shorter contract setting like a month-to-month or a quarterly contract which will ease the commitment made.

“There is a cheaper version in the market”

If a cheaper similar product is available in the market, you have to be smart and offer the best discount as well as highlight the benefits and advantages of the product. If the prospect is simply trying to leverage you, the idea is to provide a differentiation that will make your product superior and of more value to the prospect.

“Your product is great, but I can’t handle implementation at the moment”

This is an emphasis on the effort required to roll out a product but you can handle this by focusing on the bandwidth the prospect has that will enable them implement including the expected ROI that will validate the effort. The idea is to highlight what they stand to gain.