IT’S TOO EXPENSIVE.

Price is the most common type of objection. Try not to focus entirely on price as a selling point – emphasize your product’s value.

WE’RE WORKING WITH SOMEONE ELSE.

So, they’ve already recognized a need and identified a solution – you just have to convince them they would be better off with your product or service. Talk about your product – just because a prospect is working with a competitor doesn’t mean they’re happy with them. Probe into the relationship: why did they choose that service? What’s working well? What’s not? Pay special attention to any dissatisfaction that could be solved with your product.

I’M LOCKED INTO A CONTRACT.

Is your prospect feeling trapped? Can you come up with a creative discount that will offset the cost of breaking a contract early? Be upfront with them – ask how the relationship is going to determine whether they’re actually happy or might be looking to switch.

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I’VE NEVER HEARD OF YOUR COMPANY.

Treat this objection as a request for information. Provide a very quick summary of what you offer – and how you can help.

HOW DID YOU GET MY DETAILS?

Don’t get defensive – simply remind the prospect that they filled out a form on your site, or signed up for more information at a trade show (they’ve obviously forgotten) or that you simply came across their website and wanted to make contact to see if you could help.

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I DON’T HAVE THE AUTHORITY.

Ask your prospect for the name of the right person to speak to, and then redirect your call to them.

I CAN’T TALK NOW.

Everyone’s busy these days. Simply explain that you’re not looking to have a long conversation, just a quick chat about whether or not your product would be a good fit for their organization.

I’M NOT INTERESTED.

Well, how do they know if they don’t have any facts? Offer to send over some literature and schedule a follow-up call if you can.

JUST SEND ME SOME INFORMATION.

Say, “I’d be happy to send you some literature, but I want to make sure that it’s relevant to you. What are you most interested in hearing about?”

IT’S CHEAPER ELSEWHERE.

Is this a fact or is your prospect looking for you to offer a discount? If it’s the former, emphasize the points of differentiation, play up the value of your product, its worth, not cost. If the latter, offer a discount but emphasize the features that make your product superior. Say goodbye if they ask you to go lower.

WE DON’T HAVE A NEED RIGHT NOW.

In your conversation, listen closely for the real reasons the need has low priority. Your prospect may appreciate they have a problem and is trying to rationalize their inaction. Capitalize on this and instill some sense of urgency.

I DON’T SEE THE POTENTIAL FOR ROI.

This is a sign that you’ll have to prepare a formal pitch. It will be necessary to build a business case for this one and to arrange a future meeting with your prospect and their managers. The evidence of hard numbers will sell. Pull out testimonials/case studies to prove the ROI of your product.