7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]
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- Опубликовано: 20 июл 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
1. Your price is too high.
Salespeople tell me all the time, “I'm fighting price.” The challenge is that once you hear “Your price is too high,” you’re already in deep trouble.When it comes to overcoming objections in sales, objections about price are the most dire. That’s because they mean you haven’t shown enough value throughout the sales process to justify the price of your product or service.
2. This isn't a good time.
Depending on when you hear this objection in the sales process, your response will be different.If you hear “This isn’t a good time” later on in the sales process, it means you either haven’t done a good job asking questions to understand the importance of the decision to the prospect, or you’ve failed to understand their decision-making process.
3. You should discuss this with my subordinate.
We've all heard some version of this. We've all called high up at an organization and had a conversation with a high-level prospect, only to hear, "You know what, this actually isn't a good conversation for me. You should really talk to my employee or my director of ______."
The key to overcoming objections like this is to avoid them in the first place.
4. Can you call me back next month?
When it comes to overcoming objections, this is one of the most common blow-offs that salespeople get from prospects. If you've gotten this objection, it means that leading up to that point, the prospect has not seen enough value to have a conversation with you right now.
Before we ever hear “Can you call me back next month?” we want to be digging into what the prospect cares about. We want to be asking about key challenges. We want to be asking about what they've done up until now. We want to be trying to understand the cost of their challenges.
5. We don't have the budget.
We've all been here, right? When a prospect says, “We don’t have the budget,” every salesperson’s heart sinks. If you're getting to this point, one of two things are happening. Either you're talking to a prospect who is too low-level to really have access to the budget, or you haven’t shown the prospect enough value up until that point in the conversation.
6. I'd like to think this over.
Think-it-overs are really painful. Sometimes, they’re reasonable, such as when the decision is important and the prospect needs to discuss it with their board of directors as part of their typical decision-making process. In that case, you just want to be sure to schedule a clear next step in the form of a phone call or a meeting.
7. I need to run this by some other people.
If you hear this objection, and you weren't expecting it, then you really messed up. You should always know the ins and outs of your prospect’s decision-making process before you ever present a solution. During the discovery process, ask questions like, "What's your decision-making process typically like for this kind of decision?" Make sure you understand who is involved and how many people need to be included in the decision. That way, before you give your presentation, you can makes sure everyone who needs to be included can be present. This can help you avoid someone saying, “That presentation was great! But I still have to run it by my boss and three of my co-workers.”
There you have it. Now you know 7 proven tips to overcoming objections in sales that you hear constantly. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
If you are towards the middle or bottom of the funnel and get the “call me back next month” objection, an easier response is:
“ok, I definitely want to make sure we’re moving forward at a pace you are comfortable with. What will be changing between now and next month that is making you want to wait.”
I think that question puts the prospect too much in the spot and will make them feel uncomfortable, as if we were confronting them as if they were lying.
David Guerra I agree, a car dealer actually used this on me and I felt the exact way you’re saying. It felt pushy forced and kind of invasive as the reason was personal
You can do that without being pushy, Just present it up front with "Ok, I want to make sure I have everything you will need for our next conversation. Between now and our next conversation, what will be different so I can make sure to prepare the appropriate material?"
This is a good, good one. Thank you !
The fear of "failure", the fear of "rejection", the fear of "no" is the greatest stumbling block in the life of a sales person. The sooner you take charge, the better, otherwise you have 100's of excuses up your sleeve. Changing your "self" image is the first and last option. Your videos are simply "AWESOME". You are my Mentor and role model. Thank you... god bless.
Actually, it's probably the greatest stumbling block of nearly 99% of the world's population.
Struggling to do this now in my Comcast sales job. I dial outbound and boy am I struggling with even the most basic objections.
I’m great with talking and connecting and understanding..... but figuring out how to word a comeback and skillfully respond to the slightest objectivism and I have the tendency to want to back away and end the call.
I learned somewhere that something like 80% of sales are completed after an objection. Not sure if that’s just within my own company or cold calling period. Lol so it’s overcoming these objections that are so dang important for any salesperson.
My weakness. 😕
So thanks for this! It helps. You’ve gotta new follow from me. 🙂
keep selling yourself as someone who is always there to help and you will do fine.
Well, Marc. I appreciate these tips you're giving us. Help me understand why you're helping us?
Am I a good salesman?
Yes
I think that I have heard all of them. I started cold calling last Friday and I'm gaining more confidence in calling but when the objectives come, I draw a blank. I think that I will try asking them why they are thinking what they are thinking. I have been watching your videos before I had to do cold calling and it has prepared me a lot for what I'm hearing now. Thank you for sharing your wisdom with the rest of us who are learning at this time. Every time I get discouraged, I remember my "Why". I do it because I want to help educate the people on the benefits of insurance so that people's future generations are better than the previous ones.
Most often I send a proposal and am immediately told "it's too expensive. " In my experience people either don't know how much my services cost or they are tire kickers. People like to try negotiating but you need to be careful not to undervalue your product
this man cracks me up, motivates me every morning starting my day-making the difference.
Marc, great insight into what the prospect is really communication when they give you an objection and how to properly respond
I can use this, All do I know it, is good to hear it again. And again, and again!!!
Thanks Marc
I love this topic of yours. It really helps me a lot to realized on how to overcome rejections.
Just entered the sales world as a global freight forwarder. The product is a service. The value I can bring will come from continuous self education and experience as I have no existing knowledge of global logistics. Each country and specific cargo has its own unique challenges. This past year has been a real struggle and I have zero support. Happy I found your channel as it’s been very helpful.
Objections are most common and challenging hurdles of sales. Your ideas & tips are really helpful. Really like your videos. All the very best.
The best tip was the one where a client says call me next month.
Like always Marc, great material!
Marc, I love this topic of yours. It really helps me a lot to realize on how to overcome rejections. This is gold.
Some really good advice, my only thought is that this is aimed at B2B sales and not B2C, and I understand that there are some similarities, but real world examples in B2C sales would be really appreciated Marc.
I am a B2C guy as well, but was able to figure out how to convert this to my customers.
@@arnouxwrites How?
The problems that ive been always encounter thru my Clients are those. The Price is to High, and telling me too, that they'll get back to me next month.
Marc, I have been watching your videos, amazing. Thanks for sharing your knowledge. Kind regards,
Marc is the Man, putting great content out to help us along our way.
My favorite- Is there something that you feel like I missed or that we are not solving for you? Thanks for the video. Seems like you really care about clients.
Having a deep conversation upfront is critical !!! i definitely gotta make it a priority to have real conversation up front preesh8 the advise !!!
Thank you for great tips. Been checking out all your stuff. Appreciate it
Awesome. Thanks and thanks again marc.
All of them. Thank you so much.
Help others and you will be helped.. another Great Educational that makes it almost too easy to use.. Thank you Marc.. Tu amigo Santos.
I loved how we should confidently, respectfully call their BS and be up front!! I’m dying to try this out lol
I appreciate these. I'm brand new to sales and am struggling to find my niche.
key to sales is make a friend ..make a sale.. don't forget!
This man is impressive , I need to become someone like him,and I will !
Just make your calls Michael
@@leoartiaga77 hahah
Thank you so much for making this
Hey Marc: are transcripts of you vlogs available? I am more of a reader and learn best when I see text.
Thank you Marc!🍀
Thank you for this amazing information
I just went thru your video after 2years n now pandemic covid19...can apply n be prepared when presenting & closing sales
Thank you. I like your style and content.
Did he just wake up from a nap? If this guy was pitching me, I'd be too distracted by his "Something about Mary" hair. 🤣
good content and good presentation... wishing you success
Amazing training!!!!
Great video. I wonder how we approach the decision maker or clarifying who the decision maker is without offending anyone? Great tips though.
A line I've heard that I love is "who else besides yourself of course is an important decision maker on something like this?"
so how do you get past gate keepers . im a sales man for WM Digital Solutions , how do you get past the gate keepers to talk to the person making the decisions arroud safety and security, the hardest part is to let them know that its important to speak to the person in chargew of security. the person answering always think they know everything
Idk I liked the video but for the first example of an objection just because a person tells you a price is too high doesn't necessarily mean that you haven't done a good job at showing them the value in what you're selling or a justification for the price. Sometimes a person just cannot afford the price you've given. Whatever the reason, when I tell a salesperson that the price is too high and they continue on with trying to sell to me it pisses me off and actually makes me not really wanna deal with them. If I tell you the price is too high then that's where I stand. Asking me questions about that can be intrusive. At least that's how I have felt when being the customer in those types of situations. I always feel like "how dare you intrude and ask me why and all that when I have been clear about your price being too high?" Makes me feel like what I said wasn't respected cause you want to make your sale. I hate that.
So, this video was very good. I see a lot of negative comments in here, but maybe that's because guys are still mad at their customer and projecting it on to you? Maybe. Also, advice on topics like this aren't a magic pill but rather a great way to see things a little different than what you are used to doing.
I don't have the budget will be my new line for now on.😂
Hi Marc. How would you sell a hair transplant??
No one spot of melanoma is on top of the head where the sun hits it directly.
All of them your channel is the best
Your videos are so amazing friend.. definitely your followers will keep growing. Already I am in your email list. ;) CHEERS ;)
Great content....
I loved number 4, very strong
Thx. With Much respect, Y’re very brave to suggest these during Covid. *Sigh*
How can you respond when the prospect says at the beginning of the call.. "I don't have time right now, call me later or next month" I always struggle and I feel I sound too aggressive selling
Reverse engineer the sale, eliminate the objections before they come, write notes in their terms to bring up before the objections come, agree and remind them of what they said earlier in the call.
Listen, deflect, reintroduce solution
Right?
You don’t avoid ‘something from happening,’ you PREVENT something from happening!
How do you respond in an email to an objection? Yesterday I got, "it doesn't make sense at this time financially to switch to your product". What would be your next move?
Ask ‘why did you say that?’
Di Jin really understanding challenges your solution will solve really DIG into that and prioritize under standing why you said that and if not you screwed up during discovery stage you should not be surprised and seen it coming
Respond “ I appreciate you responding back to my email but if you have a minute of your time I would like you to help me understand why doesn’t it make sense at this time financially when my product will be beneficial to your bottom line. If it’s the out right cost of the product, we have interest free payment plans that will allow your business to implement our product without hitting your bottom line. Give me a time tomorrow and we can run over the figures, it will only take 15 minutes of your time. It will be the best 15 minutes that you’d invest into your business, I guarantee it.
How do you deal with the objection, we already have someone else we are working with on that and have signed a contract with them 🤔
Thanks!
Man! You Rock SIr!
You said if they say price is to high, your in trouble. Lots of people especially Hispanic folks live check to check and legitimately want the service or product but its just a bit expensive. For example a cemetery. Do we still interpret it at is trouble when the company asks for 10% down and they simply cant?
Asking them to explain why they cannot is a game changer.
Dig into that
how to be like a pilot on the call like you will drive the call????
thx
I like to listen to your talk
well Done
Profitability revenue feedback
Customer said, "I like the product. But I don't have the money"..
How do you handle that?
Check financing options?
We also cater for these circumstances with out interest free buy now pay later option.
It’s the hair for me lol
awesome
You just have to make them an offer they can't refuse... I get most of my sales tactics from the Godfather, so this is a good change.
That's way to vague. Doesn`t help anybody
@@davidguerra5237 as is this entire video
[ ] OVERCOMING SALES OBJECTIONS
• Avoid the objection to happen. Once objection happens difficult to convince. Always make sure the solution you are giving is highly important for them and solve their problems
Asking someone to "help you understand why they are say" can also put you in the get the hell off my property zone. It can come off rude and simply doesn't apply to every situation as you are suggesting.
This video caught me off guard being that my name is George and he refers to who he is speaking to as such haha
Lusha vs Quickbase
“Digging in” ?
Video starts 1:25
Kisha vs Quickbase
Kushan….
This “help me understand “ gets on my 🤬 nerves.
Agreed. Its too much like business speak. The point is to acknowledge their concern and get them to elaborate the real reason. You can say it other ways too.
Help me understand why this gets on your nerve 😜
@@Wealthofsolomon oh no you didn't🤣🤣
@@CC-mj3zq what other way would you suggest?
Help me understand why
15:30........I woulda fixed that part lol
This is not a good time and I don't have time to explain why this isn't a good time.
These responses are so vague...
I disagree. Price objection is a good signal. It means the customer is engaged and seriously considering the service.
You should never compromise the value of your product, does Apple or Samsung. $1000 for a phone, no problem it’s great value. Perception is reality.
Understand what you have missed
👍👍👍🙏🙏🙏🙏
1. They dont see the value...
2. Client puts forward an objection...
3. They haven't seen the value...
4. "Help me understand why you don't see the value"
the key to overcoming objections is to not to overcome them... thanks but not thanks...
What weird hair he has. 😂😂 not into shaming people but deym. Hahaha
Best way to handle objections is to not have them in the first place.... wow that’s great advice.... you should make another video that teaches sales people to deal with people who tell you they’re not interested on the phone.... oh wait I can do that.... just have them say yes so you don’t have to deal with it....genius
Stop saying RIGHT?
They all sound the same
You talk a lot about the data the data the data...
What data might that be mate? Your own research?
what a bunch of bull.. 15 minutes of 'I appreciate you saying this. Help me understand why you're saying this?'
wanna annoy the f** out of your leads n prospects? then follow the advice in this video
That hair style💇♂️ is definitely a NO NO
And stop saying value value value as an answer to almost every question ( you are too general and every situation is different)
So. Really dig in.
That’s the answer ?
This guy is a hack. His response is the same to every objection.