Every objection handling feels like a war.
Some people love it, some people dread going on it.
Though a negotiation call is not as violent as a war, it can take a drastic turn as one.
But, don’t worry. I have got me in your arsenal.
And, you know what the funny part is people fumble in the most common question. I am going to give the exact script in which you can tackle it.
Objection 1- ‘ We don’t have a budget for it.’ Do they ever? insert eye roll
Answer- I completely understand that budgets can be tight. Let’s focus on our product/service’s value to your business. By investing in [product/service], you’re not just spending money, you’re making an investment that will yield returns. Our solution can help you increase efficiency, save time, and ultimately boost revenue. Can we discuss how these benefits align with your business goals, regardless of the budget?
This is how you can show them the value of your product.
Objection 2- ‘I need to check with the decision makers.’
Of course, involving the decision-maker is crucial for making informed choices. Based on your understanding of their priorities, can you outline any specific aspects they might be particularly interested in or any key challenges they are looking to address? Understanding their perspective will allow us to present a comprehensive proposal directly addressing their concerns. Additionally, is there a timeline we should consider to ensure that we align with their decision-making process effectively?
Objection 3- ‘Another company has a better solution.’ Ohh, burn!
It’s not uncommon for businesses to explore different solutions to find the best fit. Have you seen how our solution compares to real-world scenarios? I can provide case studies or references of companies who initially considered alternatives but found that our solution provided unmatched benefits in terms of [mention specific advantages such as cost-effectiveness, scalability, or performance]. It might be helpful to see these examples to make a fully informed decision.
Objection 4- This is not a priority right now.
I completely understand that you have other pressing matters at the moment. Many of our clients initially felt the same way. However, what they found is that addressing [specific pain point] actually helped them streamline their processes and save significant time and resources in the long run. Could I share how we’ve helped similar companies like yours?
See, based upon the relationship you have with the prospect depends a lot too. How open they are to your negotiations.
A few more pieces of advice I would give you are.
-Prepare responses in advance
-Show that you care and are listening to them
-Validate the customer’s feelings
-Deliver helpful answers
-Customise your approach.
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