Question: Why Do Buyers Raise Objections?

Why is it important to overcome objections?

Objections actually help build relationships because they give you the opportunity to clarify communication and revisit your relationship with the prospect.

The best way to handle objections is to be thorough in every part of the selling process from qualifying through the preapproach, approach, and presentation..

What are the five buying decisions?

The Sales Training Series: Five Buying DecisionsSALESPERSON – Customers decide if they like and can trust you.COMPANY – What is your company’s reputation? … PRODUCT – Is your product the right solution for their needs?PRICE – Is your solution competitively priced? … TIME TO BUY – Is now a good time for them to move forward with the purchase?

What are 4 types of closes?

Here are 4 highly effective sales closing techniques that are popular with sales reps:The assumptive close: This technique involves using a phrase or language that assumes the close is a done deal. … The option close: … The suggestion close: … The urgency close:

What motivates a buyer?

Buyer motivation is based on circumstances When customers become aware of a job that needs doing, they look for products to help them get the job done. They look for the most effective, convenient and affordable solution.

What are the four P’s of handling objections?

This is sometimes referred to as the 4-P’s: price, product, place, and promotion.

What are the five steps to overcome sales objections?

5 Step Process to Overcoming Sales ObjectionsStep One: Anticipate the Objections First.Step Two: Create Objection Answers.Step Three: Do Your Homework.Step Four: Enter the Presentation With the Right Attitude.Step Five: Remove Objections One-By-One Calmly.

How do you overcome budget objections?

Six strategies for overcoming price objectionsMake sure it’s not really a timing issue. The price objection you’re hearing now may be related to real-time cash or budget availability, not the value of your product or service. … Stand up for your product’s value. … Make sure they’re not just stalling. … Do the math on the ROI for them. … Find the REAL objection. … Walk away.

What are the 4 types of objections?

Objections can be generally classified into four types:Price/Risk. Price, cost, budget, or ROI concerns all fall into this category. … Quality of Service. … Trust/Relationship. … Stall.

What are 3 buying motives?

Remember, then, to concentrate on these three key buying motives (Money, Risk Reduction and Time) so that you match the needs and desires of your prospects and don’t get dragged in to surface-level debates about costs and other incidentals that hide the real reasons why they may be buying from you.

What are the five different types of objections?

5 Types of Customer Objections — and What’s Behind ThemCustomer objections fit nicely into five categories: price, cost, value, games and process. … Cost objections are long-term objections, because the root cause of the objection may be a broader cost-cutting effort by the buyer. … There is no one way to respond to all objections.

How do you overcome an objection?

Use the following 4 steps to overcome sales objections and move closer to the sale.Listen Fully to the Objection. Your first reaction when you hear an objection may be to jump right in and respond immediately. … Understand the Objection Completely. … Respond Properly. … Confirm You’ve Satisfied the Objection.

How can I become a better closer?

Here are seven things you can do to ensure you become a better closer:Make a Commitment to Greatness. … Get Multiple and Creative Closing Strategies. … Believe Price is the Issue. … Sell Your Story, Quit Buying the Customer’s Story. … Insist and Get the Close. … Tie Financial Goals to Closing Sales. … Train on Becoming a Closing Master.

How do you avoid sales objections?

How to Overcome the 12 Most Common Sales ObjectionsListen. Don’t just let your prospect spell out their objections – actually listen. … Understand. People are complex. … Respond. Whether or not they seem like a serious issue to you, acknowledge that your prospect’s concerns are valid. … Confirm.

What are the most common sales objections?

Common Sales ObjectionsIt’s too expensive.There’s no money.We don’t have any budget left.I need to use this budget somewhere else.I don’t want to get stuck in a contract.We’re already working with another vendor.I’m locked into a contract with a competitor.I can get a cheaper version somewhere else.More items…

How do you respond to objections?

33 Responses to the Sales Objection, “Your Price Is Too High”Wait for the prospect to finish speaking.Pause for 3-5 seconds.Ask a question.Pose a follow-up question.Summarize their objection in 2-3 sentences.Clarify if you missed anything.Diffuse their concern.

What are the four types of buying decision behavior?

There are four type of consumer buying behavior:Complex buying behavior.Dissonance-reducing buying behavior.Habitual buying behavior.Variety seeking behavior.

What are sales rejection words?

25 Words to Avoid in Your Next Sales PitchHonesty. It implies that everything you have said before isn’t truthful.Contract. Contracts seem very final, instead say something like “agreements”.Buy. Instead of “buy”, try “own” in order to show the end value of purchase. … Problem. … Prospects. … Hope. … Don’t. … Obviously.More items…•