You can’t please everyone. Trying to do so will just exhaust you—and in business, it’s just a waste of time. After all, you can’t avoid people objecting to or complaining about your products or services.
But that doesn’t mean genuine customer objections aren’t valuable.
Objections can be about all sorts of topics, like price, relevance, demand, or purchasing ability and options. But although this is a roadblock in moving your target customers along your sales pipeline, it’s actually a valuable opportunity to gather information on what your prospects’ priorities and concerns are, which you can use for product development or future pitches. Facing objections head-on also helps you master the art of handling customers, honing your skills as a master salesperson!
And guess what? Today’s your lucky day because in this blog, we will break down 5 common customer objections and how you can handle them efficiently!
Objection 1: “Your price is too high.”
If your prospect complains about your price being too high, don’t fold immediately or offer to lower it. Stand firm in the value of your offer. Chances are, you just haven’t made the value of your products or services clear enough to the client.
Ask them to elaborate on their pricing concerns and see where you can offer to help, such as offering different payment options or directing them to less expensive packages or services.
Objection 2: “I like your offer, but I don’t need it right now.”
There might be times that your buyers do not see the need to purchase your offer because 1) they don’t need to solve an immediate problem, or 2) they don’t perceive that there is a problem. The approach you can take is to frame the value and benefits of your offering in terms of the problem they approached you with initially. Start by selling the results, not the process, and how it can resolve the root cause of their needs.
Objection 3: “What makes you different?”
If you know your business provides similar products or services as other companies out there, then your offers are likely nothing new to them. To overcome this, don’t bring out slides and slides of benefits. They have probably heard all that before from competitors who promised them the same thing. Instead of defending your offer’s value, like what other brands usually default to, interrupt their buying pattern. Propose to discuss the specific challenges that you help people solve to see if they are a good fit for your services. Focus on solutions, not features.
Objection 4: “I’m happy with [competitor].”
Once again, this shouldn’t be much of a surprise if you already have similar products or services available on the market. Usually, clients are under a contract by other businesses that they partnered up with or subscribed to. While they stand to gain a lot from working with you, they will also lose something by ending their contracts with your competitor. By offering them a special deal, more value, and a lower price than your competition, you can prove how your offer can make up for whatever they stand to lose.
Objection 5: “I’ll get back to you.”
When potential clients express a lack of urgency, don’t push them too hard, else risk coming off as aggressive. Instead, pivot and focus on their problems. Frame the discussion so that the costs and risks of doing nothing are greater than taking a chance to work with you.
Conclusion
We hope that these responses to the 5 most common customer objections helped you gain more clarity and confidence! Objections are always hard to hear, and you might be tempted to just let those clients go immediately. But don’t give up so soon—sometimes, these clients bring the biggest opportunities. Listen and seek to understand the objection so you can effectively address their concerns and find solutions for them.
Happy selling! And if you need any help, don’t hesitate to reach out to us!
