How To Handle The 10 Most Common Objections

by Jim Klein

Last week I shared with you how to convert objections to commitments.

This week, I will share with you the ten most common objections and the best ways I have found to handle them.

Here are the 10 most common objections you might hear:

1. "I need to think about it."
2. "I'm interested, but I don't have the budget." (or) "I can't afford it."
3. "Your price is too high" or "Your competitor's price is much lower".
4. "I need to talk to my partner, boss, or wife, etc.
5. "Call me next week or next month", (or) "I'll have to get back to you."
6. "We're currently using someone else."
7. "I'm not sure we need one right now."
8. "We'll need to get a couple more bids."
9. "Your product or service is not the right fit."
10. "Your company is too small" or "I've never heard of you." etc.

Once you have answered the prospects objection to their satisfaction, continue on in the sales process and ask for the sale.

Now, I will give you a comeback for each one of the most common objections.

1. "I need to think about it."

"You know what Sarah? The sooner you plant the seeds, the sooner you reap the rewards, right? You would agree with me that this is a bargain considering the results you'll get, wouldn't you?"

2. I'm interested, but I don't have the budget." (or) "I can't afford it."

"OK, if I hear you right, you are basically concerned with getting the right return on your investment? Have I failed to thoroughly explain the value of our service, or is price the only objection?"

3. "Your price is too high." (or) "Your competitor's price is much lower."

OK, I can appreciate that, but do you think the value of this type of product is overpriced in general, or is the issue that it is truly more than you are able to spend right now?

4. "I need to talk to my partner, boss, or wife, etc.

"Sure thing, most of my clients need to talk things over. Is talking to your boss, wife, or partner the only thing holding us back from doing business? Will you have enough time to speak to him/her before you and I talk tomorrow at 4pm? You do like the idea, don't you? Great! I will see you then."

5. "Call me next week or next month." (or) "I'll have to get back to you."

Tom, Either this is a good idea and you ought to go ahead with it, or it's not a good idea and you ought to forget it... but one way or another, let's make a decision now so nobody's time is wasted. Can I count you in?"

6. "We're currently using someone else."

"OK, I can appreciate that... And I have to say more power to you, Tom... but I can show you a list of everyone who has done business with my company over the last year with great results, and I bet this will prove that we can MEET OR BEAT the folks you are currently using. Can I tell you a little bit about this?"

7. "I'm not sure we need one right now."

"I understand your hesitation Jim; however, I don't want to undersell you. We don't want to take your money; we want to make you money, so that you come back to us week after week, simply because you are getting great results. We don't make our money by running small dollar test campaigns. We make our money on long term relationships where the client is happy because of all the new business we bring them. Here's what we need to do to get started."

8. "We'll need to get a couple more bids."

"I can appreciate that, however, I have to say that for what we do, we're the most affordable solution in town. We know the value of our service because it delivers results, just like you know the value of your service and what you need to charge for it, right?"

9. "Your product or service is not the right fit."

"Bob, I can understand how you might feel that way, however, I have to say you have a business that is perfect for this type of service. We have over 2,500 satisfied clients and almost 90% sign back up with us for a second and third time. There is no question that what we provide works everyday for many companies just like yours. You would agree with me on that, wouldn't you?"

10. "Your company is too small." (or) "I've never heard of you." etc.

"I'm glad you brought that up. We have many satisfied clients who will attest to the power and effectiveness of this type of service. I hope you can appreciate that they run a business just like you do, so please don't spend to much time with them when you call... but if that's all it's going to take to earn your business, does this mean we can go forward with this? OK, let's get the paperwork going before you give some of our happy clients a call."