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Sales Process Steps

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Most prospects are very good at throwing out objections:

  • It’s too expensive

  • It’s too complicated

  • It’s too simple

  • It doesn’t do the things I need

  • It doesn’t do the things that I want

  • Your competition has better features

  • What I already have is not broken, so why fix it?

  • The timing just isn’t right

Most objections boil down to one of the following root causes:

  • They don’t believe your solution provides enough value.

  • They are reluctant to make a change.

  • They have a need that doesn't align with your solution.

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There are also 4 typical types of objections:

  • Skepticism

  • Misconception

  • Drawback

  • Dealbreaker

Skepticism

 

  • Actively listen to the objection

  • Acknowledge the concern as legitimate

  • Explore the underlying need

  • Offer a Proof

  • Reaffirm your value

  • Check for acceptance

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