8 Objections from justsell.com
1 lack of perceived value in the product or service
2 lack of perceived urgency in purchasing the offering
3 perception of an inferiority to a competitive offering
4 internal political issue between parties/ departments
5 lack of funds to purchase the offering
6 personal issue with the decision maker(s)
7 corporate initiative with an external party
8 "it's safer to do nothing" perception
Classify the Objection
Six Basic
Categories
of Objections
Other
Classifications
Product objection
Objection to the salesperson
Objection to the your company
Don't want to make a decision
Service objection
Price objection
Major or minor objection.
Practical or psychological
objection.
Practical (overt).
Psychological (hidden).
Some General Tips for Handling Objections
Keep the buyers attitude toward your product positive.
Let buyers know you are on their side
Help with objections.
If you get no response, give a multiple choice question to display an attitude
of genuine caring.
Your goal is to help your prospect realistically examine reasons for and
against buying now.
The main thing is not to be satisfied with a false objection or stall.
Bring out any or all of your main selling benefits now and keep on selling!
They need your product or service
Your product is the solution to my problem
You are the person from whom I should buy
Your company is the one to deal with
The time to buy is now
The price and terms are fair
The prospect
must agree
that