FightingFistDrangon

Director of Sales

How to deal with objections in sales?

In my experience I have closed a reasonable number of deals and I have always considered that one of the most important points is to know how to deal with client objections. Over time it has become repetitive to hear or read the same objections that lead to the point of how to deal with them almost automatically.

What would you consider the most common objections?

👑 Sales Strategy

🗝 Sales Enablement

17 comments

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UrAssIsSaaS

Arsonist

SaaS Eater

This is an insanely broad question and it sounds like you're trying to develop a silver bullet to solve for your most common objection which probably doesn't exist.

But i'll play your game for a minute, most common objections in my experience are either DM related, or lack of value. Both are handled by the most important part of the sales process, sound discovery. If you know who makes your decisions and what they want then you bump your win rates through the roof.

If you keep getting the same objection then its probably highlighting where you're failing in your sales process.

FormerStartupJobHopper

Tycoon

this is a fairly vague general question which is no skin off my nose but prepare to be roasted lol.

I mean, I feel like the most commmon objections are really just brush offs that mean "I'm not interested".

"The price is too high"

"We don't have the time"

"We're happy the way things are"

"Don't call me I'll call you"

Things where the real answer is no but they don't have the balls to tell that to a salesperson. Unfortunately that's about 90% of the population.

Real, product related objections are entirely different in my mind and unique to your product and company of course. I don't mind these, I'd rather get them into the open and address them, and to me it either 1)signals they are engaged and in buying mode or on the flip side 2) signals they want to figure out a path to no rather than yes, and you can prepare for that mentally and in your forecast.

Not sure if this was what you were asking, but some general thoughts typed out in 2 minutes.

Diablo

Politicker

Sr. AE

Send me more information, I am already working with competitor, Call me during next quarter, I am not a decision maker.

There are many more that keeps coming often. Any challenges on any specific questions?

Sunbunny31

Politicker

Sr Sales Executive 🐰

"We're early in the process"

"I'm just gathering information"

"We're trying to make an apples-to-apples comparison" (this one makes me want to scream, TBH).

LordOfWar

Tycoon

Blow it up

If that's the case then you're in a good spot. Not to close, but to influence their RFP process. That or they are just kicking tires.

Find out what they need, what problems they have (including hidden problems) and help them design a procurement that solves them...then...surprise, your solution is just the right fit. Who knew?

poweredbycaffeine

WR Lieutenant

☕️

https://bravado.co/war-room/posts/defusing-objections-handbook

LordOfWar

Tycoon

Blow it up

Link is dead, can you reshare?

poweredbycaffeine

WR Lieutenant

☕️

I didn't create that post...let's call in @JC10X

braintank

Politicker

Enterprise Account Executive

How did you get my number?

CuriousFox

WR Officer

🦊

For what vertical?

LordOfWar

Tycoon

Blow it up

I hate to say it, but if you're hearing the same objection over and over you're doing something wrong.

You might have the wrong target, wrong value prop or trying to solve the wrong problems.

Few buyers will purchase based on a one-pager or list of features. They want to know how this product or solution will make their life easier and make them look good at the same time. Spend some time figuring out what they want as an individual and go from there. If anything it will help build rapport and let them open up about what the real objections are.

Upper_Class_SaaS

Politicker

Account Executive

curl up in a little ball & cry yourself to sleep. Wake up & repeat

Clashingsoulsspell

Politicker

ISR

If you keep getting the same objection then its probably highlighting where you're failing in your sales process.

MaximumRaizer

Politicker

Sales Manager

Are you trying to discuss if you prefer a higher base and a lower variable to secure your income and enjoy a gravy flow via your commission? If so, yes, that is the way I also operate.

MR.StretchISR

Politicker

ISR

This is an insanely broad question and it sounds like you're trying to develop a silver bullet to solve for your most common objection which probably doesn't exist.

Mr.Floaty

Politicker

BDR

Are you trying to discuss if you prefer a higher base and a lower variable to secure your income and enjoy a gravy flow via your commission? If so, yes, that is the way I also operate.

Cyberjarre

Politicker

BDR

Are you trying to discuss if you prefer a higher base and a lower variable to secure your income and enjoy a gravy flow via your commission? If so, yes, that is the way I also operate.

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