The Six Most Common Types of Sales Objections
Posted: Sun Feb 02, 2025 9:54 am
Response: "Understood. The other option is cheaper because they don’t have [x functionality] and therefore don’t solve [x problems]. Is the short-term savings you’re getting by going with them worth the long-term pain of not solving these problems?"
Cheaper isn't equal, and by pointing these issues out, they'll likely realize on their own that spending more on your solution is well worth it.
→ For more, check out our 18 proven strategies jordan telegram data to overcome pricing objections.
2. Lack of Need: Reframing Your Solution to Fit Their Needs
It downright sucks to hear that your solution is “not a good fit,” as it shows that they didn’t buy into the value that you worked hard to demonstrate. Objections like these fall into the “lack of need” bucket and are usually a polite way of saying, “I don’t believe in what you’re selling.” However, they’re by no means a deal-breaker.
To get to the bottom of these objections, use critical questions to better understand what’s holding your prospect back. Then, take those responses and use them to reframe the value of your solution in a way that aligns with their stated needs.
(And How to Respond) - Lack of Need.
Objection: “We don’t have the ability to implement this solution.”
Changing old habits always takes some initial pain. For example, your prospect may have employees who are used to the old system and don’t want to deal with learning something new. This can lead them to believe they just don’t have the time or resources to make a change.
Ask them to elaborate on why it’s painful to make this change, then remind them of the long-term value that will far outweigh the short-term pain (this is a common theme in overcoming objections).
Cheaper isn't equal, and by pointing these issues out, they'll likely realize on their own that spending more on your solution is well worth it.
→ For more, check out our 18 proven strategies jordan telegram data to overcome pricing objections.
2. Lack of Need: Reframing Your Solution to Fit Their Needs
It downright sucks to hear that your solution is “not a good fit,” as it shows that they didn’t buy into the value that you worked hard to demonstrate. Objections like these fall into the “lack of need” bucket and are usually a polite way of saying, “I don’t believe in what you’re selling.” However, they’re by no means a deal-breaker.
To get to the bottom of these objections, use critical questions to better understand what’s holding your prospect back. Then, take those responses and use them to reframe the value of your solution in a way that aligns with their stated needs.
(And How to Respond) - Lack of Need.
Objection: “We don’t have the ability to implement this solution.”
Changing old habits always takes some initial pain. For example, your prospect may have employees who are used to the old system and don’t want to deal with learning something new. This can lead them to believe they just don’t have the time or resources to make a change.
Ask them to elaborate on why it’s painful to make this change, then remind them of the long-term value that will far outweigh the short-term pain (this is a common theme in overcoming objections).