3 Types of Sales Objections
Posted: Sun Jan 26, 2025 9:33 am
There are true, false objections and also excuses. Having overcome true objections, the manager will make a sale, having answered false ones - will receive a stream of new questions, because in such a case the person clearly does not intend to buy, but does not say so directly out of politeness or some other considerations.
Here we also need to see the difference between objections and the existing conditions, that is, the real circumstances that prevent the sale. For example, a person without a driver's license is in no hurry to buy a car, because he will not be able to drive it.
Types of objections
Excuses
They usually arise when working bahrain email list with objections according to a cold calling script.
When conducting such communication, the manager almost immediately hears excuses from the client who does not want to participate in the conversation.
In this case, in the process of working with objections, you can hear answers like “I’m not interested”, “I don’t have time to talk”, “I’m not going to buy anything”, etc. The intonation of the interlocutor helps you understand that this is just an excuse.
If a person just wants to be left alone as soon as possible, no arguments in favor of a product or company are of interest to him. Here you need to catch in other ways, namely - by hooking on one of three emotions: greed , fear or vanity .
These are the most effective hooks that can make a person talk to you further. For example, how it works and what questions can be asked and arguments can be given when working with the objection “I don’t need anything”:
Greed: What would you say if we gave you a 20% discount?
Fear: You have a chance to get this product first, do you really want to miss out?
Vanity: Only a person like you can appreciate this product, it was created especially for you.
Try to intrigue, let the interlocutor think. And then ask out loud to tell more. Let him even object again, but these will already be conscious actions and work with objections will go on a completely different level.
False objections
The client puts them forward involuntarily, without thinking much. Or he deliberately makes up reasons because he doesn’t want to tell the truth (for example, he doesn’t have money, but admitting it isn’t very pleasant). There is no point in actively working through a false objection.
False objections
True Objections
This is when the client logically explains why he does not consider it necessary to make a purchase. Here, if the manager competently and step-by-step applies the technique of working with objections, he will certainly close the deal.
Recommended articles on this topic:
Selling price list: 5 marketing tricks + 10 tips for design
Sales Triggers That Have Never Failed
Cross-marketing: 5 examples and 8 mistakes
Here we also need to see the difference between objections and the existing conditions, that is, the real circumstances that prevent the sale. For example, a person without a driver's license is in no hurry to buy a car, because he will not be able to drive it.
Types of objections
Excuses
They usually arise when working bahrain email list with objections according to a cold calling script.
When conducting such communication, the manager almost immediately hears excuses from the client who does not want to participate in the conversation.
In this case, in the process of working with objections, you can hear answers like “I’m not interested”, “I don’t have time to talk”, “I’m not going to buy anything”, etc. The intonation of the interlocutor helps you understand that this is just an excuse.
If a person just wants to be left alone as soon as possible, no arguments in favor of a product or company are of interest to him. Here you need to catch in other ways, namely - by hooking on one of three emotions: greed , fear or vanity .
These are the most effective hooks that can make a person talk to you further. For example, how it works and what questions can be asked and arguments can be given when working with the objection “I don’t need anything”:
Greed: What would you say if we gave you a 20% discount?
Fear: You have a chance to get this product first, do you really want to miss out?
Vanity: Only a person like you can appreciate this product, it was created especially for you.
Try to intrigue, let the interlocutor think. And then ask out loud to tell more. Let him even object again, but these will already be conscious actions and work with objections will go on a completely different level.
False objections
The client puts them forward involuntarily, without thinking much. Or he deliberately makes up reasons because he doesn’t want to tell the truth (for example, he doesn’t have money, but admitting it isn’t very pleasant). There is no point in actively working through a false objection.
False objections
True Objections
This is when the client logically explains why he does not consider it necessary to make a purchase. Here, if the manager competently and step-by-step applies the technique of working with objections, he will certainly close the deal.
Recommended articles on this topic:
Selling price list: 5 marketing tricks + 10 tips for design
Sales Triggers That Have Never Failed
Cross-marketing: 5 examples and 8 mistakes