Hey what's going on everyone? Welcome back to my channel, today we are going to be talking about
sales objections and how you can identify them and then how you can overcome them. So an objection is
going to be your first roadblock you encounter when you're on the pathway to trying to sell
a client or a customer a product or a service so there are a couple different types of common
objections that usually come up but before we get into the actual types of objections let's go over
what an objection even is and why it comes up. Now as humans and in the world we live in everyone
seemingly is trying to sell us something and that is what marketing and advertising is all about
so because of the world we live in and because of all the advertisements constantly hitting us
on our phone when we look up when we're on tv on the computer on youtube everything right
there's always ads an objection is simply just a defense mechanism that we've built up to protect
us from not wasting money on things and spending money on things that we don't necessarily need.
Now the thing you need to understand as a salesperson or as a business owner
is that that is an inherent truth to how humans behave however people still need to do business
and conduct business so understanding that it really is just a mental defense mechanism
that will help you start to identify what the real objection is because a lot of times a client will
give you one reason that they don't want to buy something but in reality the real reason
is something different so for example let's say they say it's something about the price
but in reality they really need to go check with their wife or something like that if they
can make that purchase and that's totally fine that's called identifying the decision maker
so before you even get on a call with a client you want to do a couple things to qualify the client
try to find out who the decision maker is also try to figure out what their problem is and how
you can solve it all of that information will be used as we get into the specific ways to handle
the most common objections. So as we get into it one of the most common objections that a customer
or a client gives is that you know what we just don't have the budget that you're asking for
for this product or for the service now this is totally normal because like we said
people are defensive they don't want to just give their money away if they don't see the value so
that's how you have to handle this objection you need to bring it back up and say okay well
i hear that you are concerned about the price of it but then get into the value that you provide
your service provides or the product that you're selling them is going to provide and based on how
much value that you can give them that's how you can sell them on that product or on that service
let them know that it does solve their problem and even though it might seem like it's out of their
budget they may not be really taking into account the hidden cost the opportunity cost of not going
ahead with your product or your service and another way to get over this budget objection is
to always give the client three different pricing options, this way they can see how based on the
price they are going to be getting a different kind of value so if they say they don't have
the budget for one of the service packages see if they go down and see if that service package below
or that product below will satisfy their needs this is a great way of kind of showing the client
or the customer that you're flexible and that you have multiple different types of offerings to meet
and match their needs now however you can quickly find out if this is not the real objection
like we said before because even if you start to go down and you're showing them cheaper options
and you're also showing them how you're still going to be giving them value and there's still
other things going on there's another issue there so that's what you really want to do during this
objection process don't just wipe it off but understand that a lot of times people have what's
called a reactionary defense mechanism and that's going to be just saying oh that's way too much
money because in their head people want to save their money they don't want to spend it so start
to break down when people bring up budget and they bring up cost start to break down what value you
are going to provide start to break down what the problem they are having is actually costing them
and then also always remember to send three different pricing options for your product or
service so they can match that with their budget. Now let's get into the next most common type of
objection that people give and that is authority they might say hey you know this sounds great
but i need to check with my boss i need to check with my manager i need to call my wife even
a lot of these different things are also used to kind of brush you off and to not have to
make a decision on the spot so once again you want to make sure that as early as possible
not in a rude way but just in a straightforward way ask them am i talking to the decision maker
do you have the authority to make this budget change or whatever it is this project are you
able to sign a contract and if they say no at any time make sure you stop immediately and say
hey can we get that other person on the line try to do it right then and there if you don't
want to wait right if you wait then you have to address it at the end so try to get them on the
line right then and there if not say okay well can we schedule another meeting where we all can be on
the line and I can walk you through the same sort of thing this way when you do bring up your entire
pitch and you send your proposal and whatnot you actually have the decision maker on the line now
it's not always this easy sometimes they're like oh the manager's in a meeting or my wife is out of
town I'll call her when she gets back but always make sure you use that as your source of follow-up
they gave you that objection that they don't have the authority to make it without someone else
so you need to do everything in your power now to get them to talk to that authority figure as quick
as possible before they forget all the value that you told them you were going to offer them now
being able to overcome this authority objection is also somewhat of a challenge because you need to
make sure you don't step on the client's toes too much and you don't want to rub them the wrong way
because people have an ego right they they want to feel like they're the one in control so they may
even say hey you know what I am the decision maker and they're not or let's say they are the decision
maker but there's other people in their company that are influencers that they need to run the
project by or the service by before they sign off on it so it's kind of like a balance of you
rubbing their ego the right way and letting them know that you're there to help them you're on
their side but at the same time trying to really dig a little deeper and see who else is involved
in this what are the other influencers in this decision process who are the other decision makers
that have the authority to go ahead with your product or service so if you start to do that
I guarantee you these objections will start to get easier and easier to handle because now you're
starting to already change the way you go about your selling process you're going to try to see
what objections are real from the start you're going to try to get the decision makers on the
line that actually matter and that is going to help you so much on your journey now let's get
into. The next most common objection that clients and customers give all the time, I hear this one
most frequently I think, and it's that now is not the right time or let's follow up in a month let's
follow up next quarter now these are very very big objections for you not to miss because a time
objection is simply just the client saying that they don't want to make a decision right now or
they're lying and it's another issue it's a price issue or it's an authority issue so when someone
says something about time you always want to press them on this and you want to ask them what
is giving this more time going to do for you how long can you go with the current problem you have
and try to put a dollar figure on that and this is one of the biggest ways to handle this time
objection if they say hey we really want to bring someone on to manage our YouTube ads but we just
we don't want to do it right now we just want to figure it out on our own for a little bit and
you can say hey let me stop you right there how much is you trying to figure this out on your own
costing you and costing your business what if you were able to bring someone on tomorrow that could
just tenfold what you're doing start to bring in much more traction and save you all of that time
compared to if you try to do it yourself and waited and then hired someone anyway
so start to break that down for them start to show the client that you're not just trying to be pushy
but you are trying to show them that waiting doesn't necessarily answer and solve their problem
but like I said a lot of times the timing objection is nothing more than a stalling
mechanism and it's used to cover up one of the other real objections so don't shy away from this
don't just say okay yeah awesome I'll call you back next week or next month I guarantee you if
you just have that attitude you're going to miss out on so many sales so not only do you want to
try to figure out the real objection underlying the time issue but you also want to follow up with
them so you are going to try to sell them on your product or service even before they said they're
ready because like we said they may be actually missing out on a lot of value and money but you
also want to make sure you put notes in your calendar in your CRM whatever you're doing to
keep track of your client records make sure you're following back up with them so if they do say next
quarter follow up with me you need to have a plan in place to follow up with them leading up to that
and then when that actual time period comes across and if you do this and you actually keep
good records sometimes you can get ahead of this objection just by showing them that you're really
still there for them you're not just trying to make the quick sale but over the course
of whatever it is a couple weeks a couple months you're following up you still want to earn their
business and that is going to take you to the next level when you go out there and you are
handling objections. So now let's get into the final most common objection and this is we might
be working with someone else or we may be going another direction or we already have someone who
is offering the services you provide now this one can really shut people down it can make you kind
of feel like okay well I'm wasting my time they already have someone who's doing what I'm doing
or they already have the product or service that I'm selling but a lot of times you have to ask
yourself well why are they even on the phone with you right now why are they on a business call with
you well that's probably because they have more of a need and more of a problem that needs to get
solved that you can come in and do whether that is complementing what the other person's already
doing or whether that's doing something different and remember there's so many different kind of
micro areas in every skill set nowadays so even if a company did hire someone to let's say
run their advertising campaigns on one platform that doesn't mean you can't help them on another
platform so just because a client says that there's someone else in the mix they're talking to
other people don't let that discourage you and a lot of times they may actually just be testing you
they may want to see how you handle competition how you handle confrontation and the way you do
this is you be positive you be optimistic you never want to come at it like you're trying to
take the other person out of the equation you want everyone to get along you want everyone to benefit
and like I said there's so many different kind of areas and skill sets and products and services
that you can offer the marketplace a lot of times what you can do is complement what the client is
already doing and you don't have to necessarily just let that be the end of your sales process
because they said they're interviewing someone else because they said they already have someone
on board doing those services for them and at the end of the day the way you really want to handle
these objections is by being yourself being honest and focusing on the value that you can
provide to clients because that is ultimately what is going to sell the client that's what's going to
make them trust you that's what's going to make them want to work with you and give you a shot
so the more honest you can be and the more you can show them the value you are going to provide
the more they are going to be willing to overcome the objection put down their defenses and give
you an opportunity by paying you money for your product or service and that was your entire goal
in the first place but it doesn't stop there because that's when you need to deliver
amazing work so you can add that to your portfolio and then use that later down the line, so let me
explain: let's say a client initially had a budget objection in the beginning of the process I worked
through it with them, I showed them the different kind of value I was going to provide, and I sold
them on the product or service then what I did was throughout the month or two i worked with them
i tracked down everything I did, I tracked all the numbers I helped them achieve all the sales
new followers whatever it is and I put that into a case study now what I can do when the next client
brings up a budget objection I say hey look at this case study of this last client they said
the same thing they said hey I think this product or service is too much but you know what I showed
them the value I was going to give they gave me a shot and then here's the real kicker you open up
the case study you show them results you show them graphs you show them visuals and you show them the
value that you added a previous company people believe what they see not just what they hear,
so if you start showing them things third-party data show them case studies things you've done
for other clients and show them why the product or service you're selling is actually worth the
money, then that price objection goes away because the client understands this person knows what
they're talking about they've done it before and they can do it again for me so always remember
throughout this whole journey your sales journey your business owner journey wherever you're at
that you need to just stay true to yourself focus on the value that you can provide
and focus on solving other people's problems and that is how you can have the most success.
So I hope that was helpful, please subscribe to my channel, I produce a bunch of content about
freelancing ,entrepreneurship, lifestyle freedom, marketing, sales, and so much more so if you want
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so everyone can get better at handling sales objections until the next one have a great day!
you