5 Types of Objections Salespeople Face and How to Successfully Respond

Preventing Objections

Let’s look at preventing objections first. The ‘Spray and Pray’ method can cause objections. This is where you spray customers with a long list of ‘features’ which often leaves them thinking ‘I don’t need this product or service’. In other words, they are objecting because you have failed to match the relevant features to their expressed needs or pain points.

5 Types of Objections Salespeople Face and How To Successfully Respond

There are different types of objections and you must ensure that you identify the type before answering it.

Need

The customer doesn’t believe it matches their needs. This is also when they don’t believe the product or service you have recommended will work for them or is the right solution.

Time

The existing or potential customer feels it is the wrong time to commit and would like to postpone their decision. This can also be down to a lack of urgency being communicated on your part.

Competition

This is where the customer isn’t convinced by what you have said and decides to seek another opinion from a competitor. Ensure that you give them compelling reasons to purchase from you rather than one of your competitors.

Cost

This is probably the most common objection. Customers often say “It’s too expensive” when what they really mean is they don’t see the value of the product or service that has been presented to them.

Bad Experience

This is where the customer has experience of your products or service and had a bad experience which has caused negative feelings and a reluctance to give you a second chance.

Responding to Objections

Ask Open-Ended Questions

Dive deeper into your customer’s objections by asking questions and encouraging them to express their hesitation. Sometimes the real issue is hidden behind the initial concern.

Listen to Understand

Show genuine interest and empathy in your customer’s concerns and make them feel heard. Understand their pain points and let them know you care about their needs.

Share Success Stories

Use testimonials, case studies, and success stories to show how other customers have overcome similar objections. Relating to their situation builds trust and shows you’re on their side.

Provide Clear Solutions

Address your existing or potential customer’s objections directly with specific benefits. Show how your product or service solves their problems.

3 F’s (Feel, Felt, Found)

In addition to the above once you have identified the type of objection from the customer you can overcome it using the 3 F’s method.

The 3 F’s in action

I understand how you FEEL [use the Customer’s name] one or two of my customers have FELT the same as you, however once I have explained [use a compelling reason] They FOUND that it was beneficial for them and went ahead with the purchase and were very happy.

Final Words

Remember, every objection is just a hurdle for you to overcome to close a sale. It is another chance to learn more about your customer’s needs and to build trust.

If you would like my help overcoming objections please call me on 020 8337 5937 or send an email to gary@garymorgan.coach

Find out more about my sales training here.