A guest blog by Julie Thomas, CEO of ValueSelling Associates
The word “no” is a dreaded one in the sales world. It’s the last thing most salespeople want to hear when they’re trying to hit quota, close a deal before the end of the quarter, or earn their bonus.
Did you know that in many cases, a “no” means “not yet”? Even if you view objections as signs that your prospect isn’t going to buy your solution, change your perspective and welcome the next “no.”
If a prospect has a question or concern, they czech republic cell phone number list need to raise it so you can address the objection and move the sales process forward. If you're not aware of the objection, you risk losing the deal.
Let’s look at the most common types of sales objections and offer five specific steps to overcome them.
3 Common Types of Sales Objections: Value, Power, and Plan
Once you have qualified your prospect, you will most likely face objections that fall into these three categories:
1. Value
Value-based objections focus on the question, “Is it worth it?” This question often involves price and the organization’s perceived value. Naturally, the more convinced your potential buyer is of the value of the solution, the fewer price-related objections you’ll face.