How To Handle Common Sales Objections

Objection 1: “Let me think about it”

There are two approaches to this objection.

What this response actually means is they don’t think you can help them.

Or they don’t know if your offer is the right solution to their problem.

Or they don’t know if they can trust you.

They are skeptical and afraid to take action.

Set the agenda before the sales conversation starts.

How you set up and frame the beginning of your interaction is critical.

If you had been chasing the prospect, contacting them first, you act and sound like a typical salesperson, it’s very easy for the prospect to say they need to think it over.

But then you usually never hear from them again.

So at the beginning of the call or meeting, you need to ‘set the agenda’ and pre-frame the conversation.

“Mr. Prospect, the purpose of this meeting today, or the purpose of this phone call today is to see whether if it’s a good fit for us to work together.

By the end of our conversation, there are three things that you could say to me.

The first thing you could say is 'yes', you and I think it’s a good fit. And we’re going to move forward and we’re going to do business. And that fine, that’s it, that’s good.

The second thing that you could say to me is 'no'. And I want you to know it’s perfectly okay to say no to me.

The third thing that you could say but that I don’t want you to is, ‘I want to think about it’.

Because I’ve been doing this a long time and usually when people say they want to think about it, what they really mean is a no.

I would just prefer, just tell me a straight no. No hard feelings whatsoever.

So, before we get started before we proceed, can we make a simple agreement? You’re only going to tell me one of these two things, either a yes or a no, is that fair?”

Be direct at the end of the conversation

If you didn’t frame the meeting or sales call at the beginning, and you get this objection at the end, don’t be afraid to be direct and get the truth out of your prospect.

Don’t let them get away with their diversion tactics.

“You know what Mr. Prospect, when people say to me that they want to think about it, what they mean is actually a no. You just don’t want to hurt my feelings.

Isn’t this the case here?

Before I get off the phone, Mr. Prospect, why did you call me in the first place?

Is it the price? Well, let’s just pretend I could finance this for you or let’s just pretend we could offer multiple payments, we can break this up.

Would that make a difference?

Well, let’s talk about it then.”

You have to circle back to the core of their problems, then with absolute conviction and certainty, offer an alternative solution.

Objection 2: “Send me more information” or “I want to do more research”

When prospects say this, it means you have not given them enough information or you have not properly qualified them.

You have not found out their needs, and that’s why they are stalling the sale.

They don’t want to take action.

They don’t see the reason why they need to take action.

If you can’t close on the phone, it makes no sense to send more information.

Look past their smoke and mirrors and figure out the truth to this response.

“You know what Mr. Prospect, I’d be more than happy to send you more information, exactly what do you want me to send you? …

Well Mr. Prospect, let’s pretend I could give you the summary, the case studies, the testimonials, and references.

And you talk to those people and you like them and you like what they have to say, and you like me, and we decide to do business, are you ready to do business today?

Is the budget an issue? Do you have the money right now? Are you comfortable spending what we were talking about to solve the problem that you have?

… Okay so, it’s not really about the information now, is it? It’s the money, isn’t it? Well then let’s talk about the money. What can I do to solve this?”

Objection 3: “Send me a proposal”

Proposals are a waste of time.

Usually, you never hear back from your prospect when this objection comes up even after you send what they’re asking for.

If you can’t close them on the phone, a proposal won’t save the deal. Instead of a proposal, use terms of agreement or terms of engagement instead.

“What were you hoping to see from the proposal? Let’s pretend I send you the proposal, and you like what you see, what’s going to happen next?

Are you and I going to do business? Is that within your budget?… How are we going to work together?”

Find out early before you write down a single word.

Get some kind of financial commitment before ever signing the terms of agreement.

The proposal itself is not designed to sell or close the prospect. It simply spells out all the terms.

Objection 4: “Your price is too high!”

The goal here is to let him justify his own value.

“Is it a question of price or value?

There were a lot of different options cheaper than me, so why didn’t you go to them? Why are we talking on the phone today? Why do you think people pay me that kind of money?

Are you looking for a cheap price or results?

Does it matter if I charge you $10,000, $50,000, or even $75,000? At the end of the day, you’re going to double the sales of your company.

What do you want to do here?

Do you want to double the sales of your company? And you want my help.

How much is that going to be worth to you?

I want to make sure that I’ve heard you correctly, is this something that you want to do, yes or no?”

Handling these 4 common sales objections is simple once you are clear on the reasons your prospect is hesitating.

Gain clarity into why your prospect is making an objection, circle back to their needs, to their pain points, and figure out a solution together.

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