Common Sales Objections and How to Handle them.

Introduction
Sales Objection is a common barrier when trying to pitch your products or services. In the last eight years of selling professionally in the Telecoms and ICT ecosystem, I have come to understand that sales objection is part of the thick skin a salesman or a saleswoman needs to learn to put on. In this series, I will be enumerating and describing in practical terms six sales objections and how to overcome them. Today we will take a look at the first two and in subsequent days, I will share others. This will be a good read for you.

1. This is not the right time
Timing is usually a common objection reason prospects
1) I personally don’t have time to handle this, and
2) This is really not a good time to buy.
As a Sales professional, you need to investigate the reasons for these comments.

How to Handle It
If the prospect thinks that now is not a good time to buy, consider these aspects before continuing:
1. Ensure you requalify prospect (don’t waste your time)
2. Ensure you do not oversell because of desperation

2. It’s Too Expensive
A sales objection relating to price is never straightforward although there really may be a lack of cash. But in another case, the prospect may feel your service or product cannot deliver value to justify the cost.

How to Handle It
The sales professional will need to investigate the real reasons for the objection. Try to concentrate on thinking through for several seconds after a prospect has objected to price, as they will often volunteer more information unprompted. Once they’ve finished talking, ask a few more questions to really zero in on their objection.
Find out what makes the prospect believe your product or service is too pricey or too expensive in comparison to an alternative. Often, their problem is more of a hazy sense than anything tangible. A few concrete facts may assist to set their mind at ease in this circumstance.
Put the pricing in context if you believe the prospect merely needs a little confidence (how much it costs in relation to ROI, how much it would cost not to act, etc.). It is more important to demonstrate the product's value than to prove it is worth the price. When your product seems to be critical, the price becomes less important.

In conclusion, sales are never a ride in the park you will always have to deal with sales objections, and of course, how you handle it will determine the sale’s closure.


References
OÜ, P. I. / P. (n.d.). Overcoming Sales Objections. Pipedrive. Retrieved January 27, 2022, from https://www.pipedrive.com/en/blog/overcoming-sales-objections
Schultz, M. (2016, October 26). 4 Steps to Overcoming Sales Objections. Www.rainsalestraining.com. https://www.rainsalestraining.com/blog/4-steps-to-overcoming-sales-objections
The 4 Most Common Customer Objections, and How Sales Teams Should Respond. (2021, July 23). The 360 Blog from Salesforce. https://www.salesforce.com/blog/effectively-handling-4-types-of-customer-objections/