{"id":90348,"date":"2023-01-26T14:47:00","date_gmt":"2023-01-26T18:47:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=90348"},"modified":"2023-01-30T10:16:34","modified_gmt":"2023-01-30T14:16:34","slug":"most-common-sales-objections-2","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/most-common-sales-objections-2\/","title":{"rendered":"Responding to the Most Common Sales Objections"},"content":{"rendered":"\n

How should you respond to some of the most common sales objections<\/a>? How can you save the sale when a customer objects?<\/p>\n\n\n\n

In Exactly What to Say<\/em>, business expert Phil M. Jones explains how to boost sales by relying on conversational selling<\/a> and key phrases. In the book, he describes the most common sales objections<\/a> and advises readers on what to say in response.<\/p>\n\n\n\n

Read on to learn how to handle the most common sales objections, according to Jones.<\/p>\n\n\n\n\n\n\n\n

Dealing With Common Sales Objections<\/h2>\n\n\n\n

In Exactly What to Say, <\/em>sales expert Phil M. Jones explains how to avoid the dreaded customer response<\/a> of \u201cI\u2019ll have to think about it\u201d and how to capitalize on the conversation even if a customer says no. In this article, we’ll describe how to respond to some of the most common sales objections encountered in conversational selling, according to the advice in Exactly What to Say<\/em>.<\/p>\n\n\n\n

Response #1: Get More Information<\/h3>\n\n\n\n

The phrase, \u201cWhat makes you say that?\u201d<\/strong> is an effective response to many of the most common customer objections in sales<\/a> because it prevents the discussion from turning into an argument and leads to more information about the other person\u2019s needs. Instead of suggesting the customer is wrong (for example, by saying \u201cYes, you actually would<\/em> benefit from this product.\u201d), Jones explains that posing this question forces the person to justify their objection to the sale.<\/strong> The person might realize that they don\u2019t have a strong argument<\/a> for their opinion, or they could provide more transparency on their specific needs, which will help you negotiate.<\/p>\n\n\n\n

For example, a common customer objection<\/a> to sale is: \u201cI don\u2019t think your product is a good fit for me.\u201d Using Jones’s key phrase as a response encourages the customer to tell you why <\/em>exactly they think that. With this information, you can make a stronger case for why they should buy the product. <\/p>\n\n\n\n

Response #2: Eliminate the Barrier <\/h3>\n\n\n\n

Another of the most common objections in sales is when a customer says no because of a specific limitation. In this case, Jones recommends using the sentence structure, \u201cIf I can\u2026, then will you\u2026\u201d<\/strong> to eliminate the barrier. For example, if the customer says, \u201cI can\u2019t buy your product because my budget is only $100,\u201d you respond, \u201cIf I can lower the price to $95, then will you take the deal?\u201d <\/p>\n\n\n\n

The customer will feel obligated to accept<\/strong> because you eliminated their justification for saying no<\/a>, or they will feel they have to come up with another justification for not accepting your offer. <\/p>\n\n\n\n

\u201cLooping\u201d to Overcome the Most Common Sales Objections<\/strong>

In Way of the Wolf<\/em><\/a>, Jordan Belfort argues for a similar overarching strategy to overcome some of the most common sales objections, using a process called \u201clooping.\u201d<\/a> In this process, when a prospective customer raises an objection, he recommends that you:

1. Backtrack to understand the underlying uncertainty. For example, if the person says, \u201cI\u2019ll have to think about it and get back to you,\u201d ask questions to find out what their concerns are. This is similar to Jones\u2019s technique of asking \u201cWhat makes you say that?\u201d

2. Present your argument, based on the new information. 

3. Make an offer again. 

Steps two and three are similar to the eliminate the barrier<\/em> aspect of Jones\u2019s phrase, \u201cIf I can, then will you\u2026?\u201d, except you may be able to simply reframe<\/em> the offer in Belfort\u2019s process, rather than changing the terms of the offer as Jones suggests. For example, if a customer objects to your product because they\u2019re not good at learning new software, you could present the argument that most people find your product much more user-friendly than the one your customer currently has, then offer the same product again.  

After these steps, Belfort recommends a repeated process of looping to address sales objections before transitioning to a final close. Although the wording of Belfort\u2019s method is not specified, the overall goals parallel some of Jones\u2019s phrases. <\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

When a time constraint is specifically posed as a barrier in sales interactions, Jones recommends the question \u201cWhen would be a good time?\u201d<\/strong>. When a customer hears this phrase, they subconsciously assume that there will <\/em>be a good time at some point, and this pushes them to come up with a suitable time for you to continue making your case. <\/p>\n\n\n\n

(Shortform note: Brian Tracy\u2019s The Psychology of Selling<\/em><\/a> <\/em>argues that the question \u201cWhen would be a good time?\u201d is effective because it\u2019s a friendly, low-pressure technique<\/a>. He warns that you\u2019re likely to fail at getting an appointment if your customer feels pressured or manipulated.)<\/p>\n\n\n\n

Preempt Potential Objections<\/h3>\n\n\n\n

Finally, rather than having to deal with any of the most common sales objections, Jones suggests you preempt a potential objection to avoid it altogether. To avoid an objection, start the conversation with the phrase \u201cI bet you\u2019re a bit like me\u2026\u201d <\/strong>to get people to agree to a baseline assumption and set the stage for them to accept your offer<\/strong>. <\/p>\n\n\n\n

For example, you could say \u201cI bet you\u2019re a bit like me, and you like to minimize the time you spend on administrative work, so you can do more interesting things.\u201d Jones suggests that when you use this phrase on a stranger, they are likely to simply agree because it\u2019s the easiest course of action. If they respond positively, they\u2019ve already agreed to something that should logically make them want to buy your product, so it\u2019s harder for them to refuse your pitch. <\/p>\n\n\n\n

Without this phrase, it\u2019s easy for the other person to say, \u201cI\u2019m not interested in that,\u201d in response to your offer, which is difficult for you to refute.  <\/p>\n","protected":false},"excerpt":{"rendered":"

How should you respond to some of the most common sales objections? How can you save the sale when a customer objects? In Exactly What to Say, business expert Phil M. Jones explains how to boost sales by relying on conversational selling and key phrases. In the book, he describes the most common sales objections and advises readers on what to say in response. Read on to learn how to handle the most common sales objections, according to Jones.<\/p>\n","protected":false},"author":19,"featured_media":18969,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,103],"tags":[881],"class_list":["post-90348","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales","tag-exactly-what-to-say","","tg-column-two"],"yoast_head":"\nResponding to the Most Common Sales Objections - Shortform Books<\/title>\n<meta name=\"description\" content=\"How should you respond to the most common sales objections? 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