FREE online courses on Selling Step by Step - Sales Resistance - Most common Objections and their solutions

 

There could be many types of objections such as:

 

v      Objections to Price: Generally prospects object to higher prices or tend to compare the prices of the similar products in other outlets. Solution: Offer substitutes that are cheaper variations of the product or try to justify the price by convincing the prospect about the superior characteristics of the product vis-à-vis similar cheaper products available in the market, alternatively, offer some discount or offer the product on an installment basis.

 

v      Objections on Quality: Many prospects raise objections in terms of quality, design, size, durability, material, packaging, etc. Solution: Give ample proof to the prospect by showing pictures, videos, appreciation reports by the existing customers, export orders, invoices, expert opinions, etc. Alternatively, highlight the superior points of your product in comparison with other similar products available in the market.

 

v      Objections on Payment: Some prospects raise the problem of availability of ready cash. Solution: You can offer the product on credit, if possible or even offer it on installments.

 

v      Objections on After-sale service: Some prospects object to the guarantee of after-sale service that they are assured. Solution: You should convince them by showing ample proofs in the form of recommendations and references of happy and satisfied customers.

 

v      Objections on the timings to buy: Some prospects object to the timing and would simply like to postpone purchase to a future date on the pretext of buying a newer model or a cheaper version. Solution: In this case you should try to convince the prospect that he /she might end up buying a more expensive product in the process or that a lot of time might lapse before the newer model comes to the market.

 

Therefore convince the prospect by highlighting the fact that the right time for buying his/her product is now or never.