Types of Objections

There are plenty of objections that a prospect can throw at you over the course of the sales cycle. Every time you think you’ve heard them all and have the perfect responses prepared, your latest prospect will suddenly serve up a brand new objection and you’ll be left stuttering over your answer... only to think of the perfect response ten minutes after you leave.

Memorizing responses to specific objections is important, especially if you hear them all the time, but coming up with a few general responses can save you from a few unfortunate moments. You can easily prepare a general response or two for each of the following types of objections. That way, the next time you get a brand-new objection from a prospect, you'll have a general idea of how to respond.

Money

money

These objections have something to do with the cost of your product or service. It might be “I can get this cheaper somewhere else,” or “I don’t want to spend money on non-essentials right now,” or “Why does it cost so much?”

Risk

Risk

Risk objections show that your prospect is worried about the future. They will sound like, “I don’t want to have to deal with maintenance,” or “I don’t know if it will work as well as what we already have,” or “What if it breaks down at a critical moment?”

Trust

Trust

If you haven’t built sufficient rapport, the prospect might hesitate to buy from you. You’ll hear things like “I don’t know anything about your company,” or “My brother-in-law bought from you and had all kinds of problems,” or “How do I know you’ll deliver on time?”

Inertia

Inertia

Sales trainer and expert Stephan Schiffman says that a salesperson’s biggest opposition is the status quo. If you’re up against prospect inertia, you’ll hear objections like “I have one of those and it works OK,” or “I’m happy with my current supplier,” or “Why should I buy one when I’ve never needed one before?”

Time

Time

These objections are usually delaying tactics. The prospect is interested, but not convinced enough to want to buy right now. He might say, “I want to think it over,” or “I need to talk to my boss / wife / friend first,” or “Why don’t you call me in a month and we’ll talk more?”

Find Your Next Job

Job Search by