As a salesperson, you probably spend a lot of time thinking about why prospects would decide to buy your product. And you should. Understanding what motivates a buyer’s purchasing decision is crucial to positioning your product correctly.
But the opposite exercise is just as important. Putting yourself in your buyer’s shoes and running through all the reasons they would say “no” is invaluable for anticipating and mitigating objections.
Where do you start?
Every product and sales process is different, and so specific objections will vary from industry to industry. However, there are many objections that fall along similar lines independent of what you’re selling. Below are 35 common objections sorted by their level of difficulty, along with tips on how to handle each.
Easy to Handle
1) “It’s too expensive.”
Price objections are the most common type of objection, and are even voiced by prospects who have every intention of buying. Beware -- the moment you start focusing on price as a selling point, you reduce yourself to a transactional middleman. Instead, circle back to the product’s value. Check out these 24 answers to a price objection for more ideas on how to respond to a prospect with sticker shock. read the rest here