2. Seven Classic Sales Objections for Study in Charlotte
1. Lack of perceived value in the product or service –
contrary to what you may believe – price is usually not
the issue – it‟s the perceived value that the person has
placed on your service or your product which dictates the
objection. You MUST believe in your product or service
when giving your sale pitch.
3. 2. Lack of perceived urgency in purchasing the solution –
there is no reason to „act now‟. People are generally very
good at procrastinating, so your job here is to “find the
pain” and show how an immediate purchase can create an
immediate solution to the problem.
4. 3. Perception of an inferiority to a competitive offering –
you haven‟t solved your clients concern over the value of
your offering versus your competitor or one product over
another. Never make negative comments about your
competitors, but do point out how your product is different
or better.
5. 4. Lack of funds to purchase the offering – they simply don‟t
have the money yet and don‟t want to tell you. A great way
to overcome this sales objection is to ask about their budget
for this project or inquire into whether a payment plan may
be a good option for them.
6. 5. Personal issue with the decision maker(s) – there is a
conflict between you and one or both of the decision
makers – i.e. the wife doesn‟t like you – but you haven‟t
picked up on it. You need to improve your ability to „read‟
your customers „tell‟ and you need to learn how to more
effectively build rapport or hand the deal off to another
sales person.
7. 6. Initiative with an external party – they have already
signed on with another service and are having the meeting
with you out of politeness. Although this can be perceived
as a waste of time, you should always provide them with
an option to “test out” your services or product and ask if
a better price for a better product would change their
mind.
8. 7. “It‟s safer to do nothing” perception – this is the
procrastination thing again – a lot of people don‟t like
making decisions, so it‟s your job to find the “pain” that the
decision maker is experiencing and show how your product
or service will create such a benefit that the decision
becomes a “no-brainer”.
The great thing about sales is you CAN learn how to manage
this process!
9. PD Training delivers a one day training course on
“Overcoming Sales Objections in Charlotte”, Memphis,
Orlando, Columbia, Atlanta, Birmingham and Flowood.
Our next course on “Handling Sales Objections” is in
Charlotte so book your seat today!
All students receive post Overcoming Sales
Objections support from the instructor for 12 months, a
certificate of completion and small class sizes are
guaranteed to result in a better training experience for you.
