How To Overcome 2 Major Types Of Sales Objections | Sales Training For Effective Selling Skills

When the prospect objects, you must understand what type of objection is being offered before you can handle it effectively. All objections may be separated into two general types. Valid or real objections are logical questions that may or may not be answerable. The prospect presents a real reason for not wanting to buy. Invalid or false objections are given to conceal the real reason for not wanting to buy. They are usually expressed as stalls or hidden objections.

Real Objections

One type of valid objection is what might be called a stopper or condition without a solution. For instance, if you can promise delivery no sooner than three months from now and the prospect absolutely must have the work in one month, you cannot—or at least, you should not—make that sale.

A second type of valid objection is a searcher, a request for additional information. It sounds like an objection, but is actually a request for more information.

• “Your offices are sure spread thin,” probably means, “What evidence can you offer that you can service our global business?”

• “I am satisfied with my present lawyer” is more of an attitude than an objection. What the prospect means is, “I really haven’t given much thought to changing.”

To answer this type of objection effectively, you must have all the necessary product knowledge and be convinced that the prospect really can benefit from your service.

False Objections

A false objection may at first appear to be a valid, genuine one. When the prospect offers a stall or put-off objection, however, look for the true meaning. Frequently, the prospect is simply avoiding a decision. A stall is a classic sales killer unless you can create a sense of urgency to buy now. The objection is actually the prospect’s way of saying “I really don’t want to think about your proposition right now because I would then be forced to make a decision.” Here are some examples of how stalls are phrased:

• “I have to leave in 15 minutes; I have an important meeting.”

• “Just leave your literature with my secretary. I will look it over in the next day or so and then call you.”

• If you believe you have a qualified prospect whose needs will be satisfied by your service, then do not allow a put-off to put you off. Here are some suggestions for responding to stalls:

• “If you are too busy now, may I see you for 30 minutes this afternoon at 3:00, or would tomorrow morning at 9:00 be better?”

• “I certainly understand wanting to involve your partner in a decision like this. Can we ask him to join us now, or may I drop by his office this afternoon?”

Conclusion

The sale doesn’t really start until you have objections. Learn to deal with these two types and you will be successful.