Overcoming objections is a key sales skill – because no matter how good your product, there will always be one or more objections from decision makers, users, or influencers.
The trick is to carefully track these objections, formulate good counters, and most importantly, incorporate those objections and your counters into your next presentation.
For example, a typical objection is “But your product is too expensive. I can buy Brand Z for 10% less.” Good counters include, “Yes, but have you looked at the total lifetime cost of owning our product vs. Brand Z? We have data we are glad to share with you that shows you’ll save 25% over the product’s lifetime with our product over Brand Z.”
Or, “Did you know that Brand X charges a 20% restocking fee if you don’t like their product and want to send it back. We not only charge no restocking fees, but we’ll ship you a
pre-paid shipping carton!”
Anticipating and countering prospect’s objections can impress them with your knowledge of their business and of your competition.
So instead of regarding sales objections as a hassle to be overcome, view them as an opportunity to improve your pitch, and if necessary, your product or service as well.