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5 Common Sales Objections and How to Overcome Them

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Information about 5 Common Sales Objections and How to Overcome Them

Published on November 28, 2013

Author: AAyuja

Source: slideshare.net

Description

This presentation offers insights on common sales objections and how to handle those objections effectively and efficiently
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5 Common Sales Objections and How to Overcome Them Visit us at www.aayuja.com *Via Consulting Success Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. Meet Goals, Beat Competition, Exceed Expectations AAyuja © 2013

1 We don’t have the money In sales a common and initial objection is regarding budget or pricing, but it doesn’t mean that clients have given up buying anything maybe they’re a little more cautious about their spending. Unless the company is on the brink of bankruptcy, they have money Your mission is to find money that is not being well spent and shift it to a place where it will generate a greater return and value. Let them know how your product or service will offer benefits and solve their monetary issues and can be a real money saver in the longer haul. AAyuja Internal and Confidential © 2012

2 We don’t need these kind of services When you hear this a few possibilities exist. You’re either talking with the wrong person, i.e., not the true buyer. Or you’ve misjudged the market and you’re talking with a company that clearly isn’t your ideal client. When you hear this a few possibilities exist. If the client is an ideal consulting client and you’re talking the true buyer, when you hear that ‘they don’t need’ you, it’s most often the case that you haven’t created the need for your services. Meaning you need to do a better job explaining the value you bring to the table.

3 I need to check with …. A decision maker need not check with anyone for decision making. When you come up with this kind of objection it means you’re targeting the wrong person. Find out who makes the decision and fix an appointment with them You’re talking to the wrong person. When you’re talking with the true buyer they won’t have to check with anyone.

4 We’ve always done it this way… The greatest obstacle in sales is resistance to change. The client will be accustomed to a particular technology or product even when a new and improved version is available. They’ll often make a choice to stick with something that’s familiar. Your job is to make it clear that the buyer will be better off when they attack change head on rather than hide from it. “Is what you did 15 years ago still working just as well for you today?” The answer is almost always ‘no’. AAyuja Internal and Confidential © 2012

5 I’m just too busy to do this now You can overcome this objection by listing out the values offered by your product to the customer and how it’s beneficial for them. Make the client realize how your product can increase their ROI and profit share in the market through rough calculation which in turn creates interest in a client This is often an excuse. Ask questions like “How much market share could your competitor capture in 8 months if you put off doing X?” and “How important is X to your company’s future?” AAyuja Internal and Confidential © 2012

5 I’m just too busy to do this now You can overcome this objection by listing out the values offered by your product to the customer and how it’s beneficial for them. Make the client realize how your product can increase their ROI and profit share in the market through rough calculation which in turn creates interest in a client This is often an excuse. Ask questions like “How much market share could your competitor capture in 8 months if you put off doing X?” and “How important is X to your company’s future?” AAyuja Internal and Confidential © 2012

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