Sales

Objection Handling Secrets That Increase Win Rates (Plus Scripts)

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Sidney Jones
August 9, 2022
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8

min read

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Sales calling is still one of the most lucrative channels out there. Yet a top reason sales reps are outright scared of prospecting is because they’re afraid of getting sales objections.

One of the keys to successfully handling any sales objection and increasing your win rates is knowing what to say in response, and the strategies we share with you in this article.

Keep reading to learn why prospects give these objections (we’re doing a little psychology here) and how you can help them get past their doubts to close the deal!

1. “I’m Not Interested”

A prospect might say they aren’t interested because up until this point, you haven’t said anything to make them stop what they’re doing, listen to you, and create urgency.

In Jim Edwards’ Copywriting Secrets, he says people buy for 10 reasons:

  • To make money
  • To save money
  • To save time
  • To eliminate effort
  • To escape pain
  • To increase comfort
  • To achieve greater results
  • To increase praise
  • To feel more loved
  • To increase popularity or social status

You want to get your prospect interested by optimizing your response and playing to one or more of these needs.

Example: Would you be interested in learning how you can get back two hours a day for your sales efforts?

Get them interested in learning more by leveraging their biggest problems (that your solution eliminates) and the biggest goals (that your solution can help them achieve).

When you discuss pain points that they are either having now or will have, you’re proving your credibility, (that you did your research on the prospect) and you’re opening up space for genuine conversation.

Lastly, never forget that the objection, “I’m not interested” is only temporary. Just

because I tell you I’m not interested today doesn’t mean I’ll stay disinterested forever.

If the prospect fits your ideal customer profile, never give up. Try again in another

month.

2. “It’s Too Expensive”

Most salespeople accept when a prospect says their product is too high. So their impulse is to justify their product and their price.

The majority of the time when someone says, “It’s too expensive,” they aren’t being transparent. Often they actually can afford it.

Whether it’s that new pair of shoes or the latest iPhone– people figure out a way to pay for anything and everything that they really want.

What’s ultimately happening when a prospect tells you, “It’s too expensive” is they don’t want to spend their hard-earned money on your solution because they don’t think it’s worth it.

Therefore, it’s your job to demonstrate the transformation your product brings to the table.

Instead of giving a knee-jerk response and guessing what the prospect needs to hear to be reassured and move forward, probe deeper:

  • Expensive compared to what?
  • What are your priorities right now?
  • Outside of price, what else is holding you back?
  • What would you charge for this?

These questions do a good job of locating any hidden objections holding the prospect back and putting things in perspective for them.

Once you ask some of these follow-up questions, show case studies to prove to the prospect that your solution is HIGH VALUE and will radically transform their business.

If you find that the prospect truly doesn’t have the budget for your solution, your next step is to figure out the timeline for when their budget opens up.

Periodically follow up, send nurturing content, and develop rapport until they get a new

budget.

3. “I’m Already Working With Someone”

A prospect might say I’m working with someone because they’re content with the system they have in place.

When a prospect tells you they’re already working with someone, most salespeople’s impulse is to get the prospect to change their mind. So they immediately start hawking their solution and pitching how they’re better than competitors.

In order to successfully handle this objection, you don’t want to immediately start selling your solution because you’re going to sound pushy and sales-y.

Gong notes that top reps respond to objections by asking questions 54.3% of the time compared to 31% for average sales reps. So get into the habit of making questions your knee-jerk response to a lot of objections, but especially this one.

Also, never forget: Just because they’re working with someone else, doesn’t mean they’re happy.

You want to move with this possibility in the back of your mind, and open up the conversation by asking questions to gauge the prospect’s relationship with this competitor.

Example: Happy to hear that you’ve found a solution that works for you.

For the sake of improvement, what do you like about {{Competitor X}}?

Tell me, how did you solve {{Biggest Pain One}} and why does {{Company X}} work so well?

Another secret with handling this objection is that you never want to try to replace what the prospect is using. This is an uphill battle.

Instead, push for supplementing what the prospect is already using. This makes the stakes low because you aren’t asking them to replace what they’re doing. You’re suggesting they strengthen the process they’ve already got.  

Ask them about the status of their current vendor relationship: Are you all-in with this competitor and don’t want to work with anyone else or are you open to supplementing what you already have?

If they are open to exploring supplementary products, then you just created an entry-point to sell the prospect on your solution!  

Once you have the prospect interested, offer a free demo or a free trial to hook them.

4. “I Need to Talk to My Boss”

The first thing you want to do with this objection is agree with the prospect’s wish to speak with their boss. Don’t try to push back on this.

Then figure out their decision-making process:

  • Who do they need to talk to?
  • Why do they need to talk to this person?
  • What would their timeline look like for getting your solution? Do they need a solution ASAP? Or are they just seeing what’s on the market?

Now that you’ve got some sense of the decision-making process, figure out how invested the prospect is with your solution.

Do they really need to speak with their boss or are they blowing you off?

Here’s some questions you can ask to gauge interest:

  • If this decision were solely up to you, what would you do?
  • If your boss said YES, what would be the next steps?
  • If your boss said NO, what would be their next steps?

With these questions you will really get a sense of the power dynamic they have with their boss.

If the prospect is interested and prepared to speak to their boss about it, try to set up a meeting where you all are on the call. The more people you get on a walkthrough, the more likely you are going to close the sale.

If a prospect doesn’t want to do a conference call (maybe they aren’t comfortable with you speaking with their boss because it’s too early) figure out whether they will recommend you to their boss or not. Then send them a summary of your main selling points (product features, benefits, package details) to tell their boss.

Set up a follow-up call afterwards.  

5. “Send Me More Information”

“Send me more information,” may not seem like an objection. After all, the prospect’s interests are clearly piqued because they’re asking you to send materials to pour over… right? WRONG.

“Send me more information” is actually an objection. And it’s a passive aggressive one at that.

We are all bombarded with WAY too much information. On average, Finances Online estimates that people spend FIVE hours a day checking their email!

In all sincerity, no one wants to keep adding on to that huge info pile.  

So if you get a prospect who tells you to just send them some info, acknowledge this for what it is– a blow-off objection. And dig deeper.

Ask questions and let the prospect know that before you get off the phone, you want to ask them some questions so you can send something super relevant for them.

Here’s an example of how you could approach this:

I can definitely do that, Amy! But before I shoot something off to you, I want to make sure that you’re getting relevant information that speaks to your situation.

Then proceed with qualifying questions:

  • What problems are you looking to solve?
  • What are you looking for in a solution?
  • How soon do you want to start seeing results?

Once you qualify the prospect, take the information you gathered to deliver a relevant pitch:

Example: Seamless is going to take your prospecting down from hours to minutes so you have more time to sell and make money. You’ll be racking up leads in your sleep!

Let’s pencil in a quick chat to show you the power of this and get you set up!

How does _____ or _____ work for you to quickly get setup?

After all this if the prospect still just wants info (yes, sometimes this does happen), agree, send them something, and establish a date and time for a follow-up.

Make a point to actually follow through! According to Invesp, 48% of salespeople don’t attempt to make a single follow up attempt. Follow up and cut through the noise!

Recap

  • Handle “I’m not interested,” by speaking to one of people’s 10 essential needs
  • Take “It’s too expensive” as a complaint rather than a legitimate objection and prove to your prospect that the value of your product or service is worth the asking price
  • When a prospect mentions that they already are working with a vendor, gauge the status of their relationship and work to supplement what they’re using instead of replacing it
  • If a prospect has to discuss your solution with their boss, your best way of handling this is to get in on the call and focus on winning all the decision makers over
  • Stay on the phone when a prospect says “Send me more information” and don’t hang up until you dig deeper and gather information. Find out their problems, qualify them, and deliver a new pitch based on what you learn

Now that you’ve learned some secrets to handle the most common sales objections across industries, we hope that you are now equipped with the knowledge to easily identify and respond like the sales rockstar you are!

What other objections would you add to this list? Tell us on one of our social media platforms, we want to hear from you!

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