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What are the most common product sales objections you face?

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If you are in sales, you know how challenging it can be to overcome product sales objections from prospects. Whether they are skeptical, reluctant, or just need more information, you need to have a strategy to address their concerns and move them closer to a purchase decision. In this article, we will explore some of the most common product sales objections you face and how to handle them effectively.

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Kevin Tran

Serial entrepreneur | Dr. of Pharmacy | Ex-BCG | Keynote Speaker on innovation, AI, and high performance org
Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn |…
Rebeca Suman

Strategic Account Manager @ SellCord

1 Price is too high

One of the most frequent product sales objections you hear is that your price is too high compared to your competitors or the budget of your prospects. This objection can have different meanings depending on the context and the value perception of your product. To handle this objection, you need to first understand the underlying reason behind it. Is it a genuine affordability issue, a negotiation tactic, or a lack of perceived value? Then, you need to either justify your price by highlighting your unique selling proposition, offering flexible payment options, or showing the return on investment of your product, or offer a discount or incentive if it makes sense for your margins and goals.

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Kevin Tran

Serial entrepreneur | Dr. of Pharmacy | Ex-BCG | Keynote Speaker on innovation, AI, and high performance org
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How to disarm this objection: -"If we were priced at (competitor price), who would you choose?" [They'll likely say you] -"What are the reasons you'd choose us?" [Let the prospect explain why your product is better than competitor] -"And this is why we are priced more expensive!"

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Rebeca Suman

Strategic Account Manager @ SellCord
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A valuable pain point to explore is whether prospects perceive the project as valuable or if they have budget constraints. Once that's clear, the conversation can shift accordingly.

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Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn | Entrenamiento y Capacitación | Liderazgo, Habilidades Gerenciales y Ventas | Gerencia de Ventas |
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?? Lo mas importante ante esta objeción o bombas que te avienta tu prospecto, es no reaccionar sino saber como actuar y preguntar en lugar de responder. ?? No caer en la clásica respuesta. ?? No caer en la justificación. ?? No caer en el déjame al menos compartirte mi carta presentación. ?? No caer en el clásico, caro respecto a que? ?? No caer en el estás comparando peras con peras... ?? ?POR QUé TAN CARO? Posibles respuestas: ?? ?El precio es lo mas importante para ti? ?? ?Qué expectativas tienes en términos de precio para este tipo de servicio/producto? ?? Aparte del precio ?Qué aspectos valoras más? ?? ?Cuál sería tu presupuesto ideal para este tipo de solución?

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2 Product is not a priority

Another common product sales objection you face is that your product is not a priority for your prospects right now. They may have other pressing issues, projects, or goals that take precedence over your product. This objection can be a sign of low urgency, interest, or awareness of your product's benefits. To handle this objection, you need to create a sense of urgency and relevance for your product. You can do this by asking questions that uncover their pain points, challenges, or aspirations, showing them how your product can solve their problems, improve their situation, or help them achieve their goals, and emphasizing the cost of inaction, the risk of missing out, or the opportunity of acting now.

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Kevin Tran

Serial entrepreneur | Dr. of Pharmacy | Ex-BCG | Keynote Speaker on innovation, AI, and high performance org
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Leverage urgency by linking the product's benefits directly to the prospect's immediate goals or pain points. Start by asking, 'What's on your radar this quarter?' This aligns your product as a solution to their current priorities. I recall a scenario where aligning our software's efficiency gains with a prospect's Q4 revenue targets turned a 'later' into a 'let's start now.' The lesson here? Urgency is crafted, not coincidental. By making your product indispensable to their current objectives, you transition from an option to a necessity.

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3 Product is not a fit

Another common product sales objection you face is that your product is not a fit for your prospects' needs, preferences, or expectations. They may have specific requirements, features, or standards that your product does not meet or match. This objection can be a result of poor qualification, communication, or demonstration of your product. To handle this objection, you need to first verify if your product is indeed a fit for your prospects or not. If it is, you need to reframe your product's value proposition, showcase your product's capabilities, or provide social proof or testimonials that validate your product's fit. If it is not, you need to either pivot to another product that is a fit, refer your prospects to another source that can help them, or disqualify them politely and move on.

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4 Product is too risky

Another common product sales objection you face is that your product is too risky for your prospects to buy. They may have doubts, fears, or uncertainties about your product's quality, performance, reliability, or compatibility. This objection can stem from a lack of trust, credibility, or evidence of your product's worthiness. To handle this objection, you need to reduce the perceived risk and increase the confidence of your prospects in your product. You can do this by offering guarantees, warranties, or refunds, providing free trials, demos, or samples, sharing case studies, reviews, or ratings, or addressing common objections, questions, or objections upfront.

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5 Product is too complex

Another common product sales objection you face is that your product is too complex for your prospects to understand, use, or implement. They may feel overwhelmed, confused, or intimidated by your product's features, functions, or processes. This objection can indicate a lack of clarity, simplicity, or support for your product. To handle this objection, you need to simplify and explain your product in a way that your prospects can easily grasp, relate to, and benefit from. You can do this by using analogies, stories, or examples, focusing on the benefits rather than the features, or offering training, guidance, or assistance for your product.

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Rebeca Suman

Strategic Account Manager @ SellCord
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One way to help prospects understand the benefits of your product or service is to offer them a walk-through. During the walk-through, you can highlight the features and advantages that your offering provides. Additionally, if available, you can share testimonials or case studies from satisfied customers to demonstrate how they have successfully implemented your product or service. This can help prospects better understand the value that your offering can provide and increase their likelihood of becoming a customer.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn | Entrenamiento y Capacitación | Liderazgo, Habilidades Gerenciales y Ventas | Gerencia de Ventas |
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Hay otra clásica objeción: GRACIAS PERO YA TENGO PROVEEDOR Posibles respuestas: ?? ?Entiendo si me comentas que ya tienes proveedor, asumo estás contento con tu proveedor actual ?correcto? (Si el prospecto responde: sí estamos contentos.) ?? Lo entiendo, si están contentos supongo que no hay ningún motivo que les haga considerar otras opciones es correcto? ?? Gracias prospecto por comentarme que ya tienes proveedor, siendo sincero contigo, es muy raro que alguna empresa no trabaje con un software similar al mío, pero déjame preguntarte: Generalmente ya tienen proveedor pero no significa que van bien, simplemente están respetando el contrato que termina en algunos meses y de ahí se ponen a buscar nuevas opciones, ?este es tu caso?

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Kevin Tran

Serial entrepreneur | Dr. of Pharmacy | Ex-BCG | Keynote Speaker on innovation, AI, and high performance org
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Consider blending storytelling with data to tackle objections. Stories about clients who've overcome similar hurdles resonate deeply, making your product more relatable. Behind every objection lies a deeper concern; probing for this can uncover invaluable insights for a tailored response. Leverage case studies and benchmarks to reinforce your value proposition, addressing concerns about risk, fit, or complexity. Don’t forget, persistence pays off. A 'no' today might evolve into a 'yes' with the right follow-up, demonstrating your commitment to their success. Each objection is an opportunity to refine your pitch and deepen your understanding of the customer's needs.

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What are the most common product sales objections you face?

1

2

3

4

5

6

1 Price is too high

2 Product is not a priority

3 Product is not a fit

4 Product is too risky

5 Product is too complex

6 Here’s what else to consider

Sales Prospecting

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What are the most common product sales objections you face?

1

2

3

4

5

6

1 Price is too high

2 Product is not a priority

3 Product is not a fit

4 Product is too risky

5 Product is too complex

6 Here’s what else to consider

Sales Prospecting

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