7 months ago
December 22, 2017

Sales Objection or Just a Concern? What’s the Difference and How to Handle Them

Are you concerned about a sales objection? Rejection is part of sales. You will be told “no” a lot more than “yes.” No one wants to invest lots of time,…

Rhys Metler

Are you concerned about a sales objection? Rejection is part of sales. You will be told “no” a lot more than “yes.”

No one wants to invest lots of time, effort and be ready to close, only to hear an objection or concern. It happens. The key is to be able to differentiate between a sales objection and a sales concern. You also need to know how to handle them.

Here, our sales recruiters talk about sales objections, what they are, and offer some tips to handle them:

What Is a Sales Objection?

A sales objection is a reason or excuse for a prospect to disengage. Objections can be overcome using a variety of sales tactics.

The key is to understand the nature of the sales objection, based on what you know about the prospect and where you are in the sales process, and choose a strategy to overcome the objection so you can keep moving forward with the sales process.

What Is a Sales Concern?

This is an issue that arises during the sales process. The concern must be overcome before you can complete the deal. Concerns are less difficult to overcome than sales objections and can often be worked out.

Common Types of Sales Objections

There are three main types of sales objections you can expect to face during the sales process:

  • Timing: The timing of the deal is not good for the client. They are not ready to buy at the present time, but possibly in the future.
  • Price: Often the most common objection. Prospects think your product or service is too expensive. Or they don’t have the budget for the sales solution being proposed.
  • Need: This one can be tricky. Prospects fail to see how your solution helps them overcome their current issues. They also may not think they need your products or services at the present time.

How Do You Handle a Sales Objection?

In general, here are the steps involved in handling a sales objection:

  1. Listen carefully to what the prospect is saying
  2. Ask for clarification, if needed
  3. Explore the reasoning for the objection – is there something beyond what they are saying?
  4. Answer the objection – provide a clear solution for the objection
  5. Confirm the objection is addressed
  6. Move on to the next step in the sales process

More Sales Strategy Tips From Sales Recruiters

Check out these blog posts for more sales tips and strategies:

5 Persuasive Ways Sales People Can Eliminate Buyer’s Remorse

The 8 Best Sales Trial Closing Questions to Guarantee the Deal

5 Effective Ways to Retain Customers

 


SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.

Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.