7 most common objections and exactly how to overcome them.

Want to get over customers' objections and get your customers to say yes to you forever_ okay not forever, but for as long as you sell them?

Keep reading because I would be sharing 7 expensive yet most common objections every business has faced and how to overcome them.

Hey, Mate! I'm Teslimat and ya welcome!

Today, we would be all about objections.

Before we go into the objections, let me clear this.

If you are a Copywriter or a Content Writer asking for a gig from a business owner, don't be ashamed of it.

You are the one helping here and you are not robbing them of their cash, rather you are offering to help them multiply and increase their credibility, conversation, clicks, conversions and customers.

So when you meet a client that is nasty and wants you to feel like a peasant just because you are offering help, respect yourself and the outcome you give.

If you are worried about the money, take your offer to their direct competitors and let those nasty ones best themselves for losing you.

Back to objections and the 7 most common.

An objection is a signal or expression that shows there is a barrier between the current situation and what needs to be satisfied before buying from you.

Everyone has been rejected before and that rejection is 8 out 10 because of an objection; seen or unseen

     

You have also probably heard different types of objections before, but these are the most common 7 and exactly how to counter each.

#1. "I don't need it" 

Okay, this is like the most used. And often than not it is not an excuse. It is made because you have no dig down to the wants and needs of your customers.

I have seen buyers just going ahead with selling without even knowing exactly what the customers want or are in need of.

If you find yourself selling your customers without, first, asking what they are desperately in need of then you have made yourself available for this objection.

You should also know the benefits and features of your product or service because every two buyers are different. One might need a detergent that won't bleach, while another might just need something that has a sweet fragrance.

In this kind of scenario, if you don't know what your customers need you might end up selling the benefit ' It won't bleach' to the second buyer and she won't be needing your product since all she wants is something that has a sweet fragrance.

The only way to counter this objection is to know exactly what your customers are in need of then you sell that to them.

2. "It’s too expensive"

You have been able to get over the 'I don't need it' phase, and now your customers are convinced this is absolutely what they need. They nodded to themselves and said they would be taking it but...

When they heard the price, they retreated two steps back and told you it's too expensive. 

But you know the value they would be getting and know it is not expensive, the first thing you have to do is tell them, list all the values they would be getting out for them and tell them how much each is worth.

You can also consider having an offer because the more piled up your products or services are the more affordable the price seems.

(Learn how to create grand slam offers)

If you have done this but they still find your stuffs too expensive, then it's time to decide if they can't afford it or they are just trying to have a negotiation with you.

In either of these instances, you should be careful about bringing your price down even if you have the authority, you can give them a discount, offer them spread out payments or cut down on the values.

Quick tip here: You should not give discounts if you don't have a reason why you are giving discounts and unless you want the sales really bad never cut down on the values you give.

3. "Let's talk tomorrow/ next week"

After you've discussed their needs and have proven to them that surely the value of your products or services is worth more than the price you gave them, the next most rampant objection that your customers might come up with is ' Perhaps, we can do this later because I'm quite busy now'.

Or they become indecisive and want to postpone the buying action.

All you have to do is ask them how their actions will be different after the postponement. If they are in the middle of something big and are really busy or have used up their budget then they would be able to give you an explanation.

If not, just count this as a polite rejection.

When it's a rejection it might be because you haven't sold them well enough or they are plain not interested. 

If you want to know which is which, keep asking questions to understand them and fit your product or service around their needs

4. "I prefer a different one" 

This comes often when the ' Let's talk tomorrow' is a polite rejection and sometimes immediately after the 'I don't need it' has been countered.

You have given them a solution that fits their needs but it doesn't fit as much as they want it to. They might have five needs while your solution only fits three.

Some of your customers would even have envisioned what their perfect solution looks like, all you have to do is ask them to describe what their perfect solution looks like to you and see if you can give that to them.

Perhaps, you even have it in your product or service already and you just haven't explained it to them clearly enough.

In this case, you have to explain it based on their needs and let them see for themselves that your solution actually fits their needs.

5. "Send me a proposal and I’ll get back to you" 

If you can't win them now that you have their attention, what chance do you have that you would when they have their back to you? Especially if you are meeting them one on one.

Sometimes, this is just a genuine request from the customer because they need time to ponder over it before making a final decision, but most times this is another big objection from your customer.

The only way to know which is which is to ask questions that give you definite answers about the situation.

All you can do is give them a thinking space and keep following up with them after every few days to avoid losing them totally or scaring them off with your desperation.

Don't keep guessing for them, ask them what they'd like to know more about, when it would be best to follow up and, send them a follow up that would make them feel comfortable having you and be willing to be in a relationship with you.

6. "We’re happy with what we are using" 

This is often your own most heard objection if you are selling something that is similar to what your customers are already using and the way to counter this is not knowing their needs or telling them how you fit their needs, no!

Rather it is about how much you can tell them about why you are better than what they have now and exactly what you can do better than their current solution.

Perhaps your product or service is a newer version of what they are using, easier to use, faster and more effective, have a better offer for them, or have an after purchase policy that favours them.

Whatever unique edge you have over your competitors, now is the best time to bring it out for your customers to see, so they can be sure you are indeed their best option in serving them better.

Or perhaps, they have five needs and their current solution only fits three, then all you have to do is offer them something that fits all five and they won't mind leaving their current solution for a better one, which is yours.

7. "I need to check with my boss/partner"

Okay this is what you get when your potential customers are not the decision maker or the only decision maker, that's why it's easier to sell to someone that can make decisions immediately and has the most authority.

If it's a big company or household, do your assignment and find the final decision maker.

But sometimes, you might not have access to the final decision maker and have to face this objection.

All you have to do is ask them when they would be speaking to the decision maker and set another meeting with them. 

You should also ask if they would be needing any extra information to convince the other person, because even though indirectly you are the one who convinces the decision maker.

You should be sure they have enough information and understanding to sell your solution to the other person.

Even in this scenario you can sell instantly, especially if the person you are selling is one of the decision makers (partner).

As long as you are able to give them enough information to convince them they are making the right decision and you also help them understand everything unique features and benefits of your solution.

They would be willing to buy instantly and use your words to convince their partners.

Okay those are the 7 most common objections you would face as a seller and exactly how to overcome them.

Which of these have you heard the most? Let me know in the comments.

Until next week, bye for now 👋