5 Common Sales Objections
And How to Overcome Them
You don’t become a successful business owner without selling your product or your service. But more often than not — even though you should be using 40% of your time selling — getting sales is one of the toughest parts of being an entrepreneur. And as creatives, sometimes we avoid it like the plague!
So when it comes to customers that aren’t yet ready to pull the trigger and buy into your program, product, or service, what do you do? Do you shy away from having sales calls to protect yourself? Or do you hang up without ever really making the offer? Do you get emotional when someone tells you, “Let me think about it” and then never responds again?
It often feels personal — but trust me, ladies, it’s not.
As a biz coach and entrepreneur, I’ve been there too, and I’m here to help. Below I’m revealing 5 of the most common sales objections and how you (yes, you!) can overcome them. Let’s get started.
FIVE COMMON REASONS PEOPLE DON’T BUY:
1. They don’t want what you’re selling
Sometimes members of your target audience just don’t want what you have to offer. If this is the case, the best thing you can do is dig deep in your biz and figure out what it is you really want to be offering.
Then, understand your audience and what they want. If these two things don’t match up, you might have a disconnect on your hands. In this case, you can tweak what you have to fit your audiences’ needs or you can go search for the right audience!
2. It’s too expensive
Money can be a sensitive subject and it’s important to get down to what is really stopping a sale. Is the issue money or is it a fear of return on investing? Now, you know your product or service is worth it, but you need to let your audience know it, too!
Try following this script:
“I’m hearing you say money is the barrier. If money wasn’t the issue, would this still be a good fit?” If they say no, move along, they aren’t your person. If they say yes, you’re on to something. Let’s dive deeper into what’s holding this person back.
A good thing to say next is, “Do you have the money to spend on this, but are you worried if you spend it here you don’t know if you’ll make it back?”
Again, if they say they don’t have the money, move along. If they say they are worried about their return on investment, you’ve exposed that there is a disconnect with the value you’re promising. They either don’t trust you or they don’t trust themselves. So now you have a chance to better explain the value and how it will impact them. Don’t let this disconnect stop a sale. Read on for how to overcome trust issues.
3. Trust issues
Trust is one of the KEY ingredients to a thriving small business. You want to connect with your customers–many of them may end up feeling like family! But before that happens, you’ll need to learn how to make them trust you and if you’re selling a service, you may have to instill some trust in themselves as well.
Trusting you:
To get your clients or customers to trust you, you need to paint a clear picture of what you are all about. Be clear and concise, but let your personality shine! Showcase the promise your selling, not just the product or service, and splatter testimonials everywhere so they can see you aren’t the only one tooting your horn! Then, the ball is in their court in deciding if you’re the right fit for them.
Next, overdeliver quality products or content and show up consistently. Think about your most trusted friend. They are always there for you right when you need them, right?
That’s what your biz needs to be for your customers. Don’t leave them hanging. And be genuine, or as I like to say, “be a good human.” You will grow a more loyal following this way and that will lead to the growth of your business.
Trusting themselves:
On the other hand, some customers don’t trust themselves that they can do it. Here’s where you can be the thought leader and motivator that I know you are!
Start by reminding them how capable they are and show them that your product/service is the answer to the doubts they have. Show them that you were once in their shoes and you overcame it, or show them others who were in a similar boat and were able to move from Point A to Point B with your help. Every once in a while, we all need a little push to go for that thing we really want, so don't be afraid to speak confidently if you’re talking to someone who you know can benefit from your offer, but they just need a little pep talk.
4. Not enough time
You may hear this on the other end of the line, “I’m not sure I have the time to dedicate to your service or program right now.”
But what you are really hearing is this: “I’m not ready because this isn’t enough of a priority to me right now.” OR “I’m not sure I trust you.”
When responding to the time response, keep in mind this tip: ask them to recognize the correlation between time and the cost of inaction. Some questions to ask your potential customers on this topic to bridge this gap could be:
“How long have you been struggling with this?”
“What is your game plan if you choose not to make this a priority right now?”
“What is the cost of inaction if you choose to keep ignoring this and not make a change?”
“If you go another 6 months without solving this problem, it will now be multiplied times 6. Are you okay with that?” Lay this out as plainly as possible by using their specific business goals and pain points. (e.g. If they want to make their health more of a priority, what happens if they choose to ignore their health for another 6 months? If they want to turn their business around, what happens if they continue to lose money for the next 6 months?")
These questions are a huge perspective shifter if time isn’t really the factor. We make time for what matters to us. If they are hesitating, show them why it matters, and then see what they say.
And remember, saying yes may mean a part of their identity now has to evolve. That can be scary! So remind them that they are safe. Show them how staying where they are is actually scarier than taking a step forward. Hold space for them through the transformation.
5. They need to talk it over with their partner
If your prospective customer or client tells you they need to chat with their partner before they make a decision, don’t take offense. Instead, acknowledge that household alignment is a priority. While you will be a great support for your customers, they also need support at home. It’s important to link your product or service to benefits in their household. To dig deep here ask these questions:
“What questions do you think your partner will have?” Can I help you prepare for that conversation?
“The results we just discussed: how will that positively impact your household?”
Here, you can identify the small, current sacrifice that will lead to the bigger, future result.
