The Overcoming Objections stage is about listening to the prospect’s concerns about the product or service after they have some knowledge of it. For example, they may say “It doesn’t do this” or “it is more than I have budgeted” and “I don’t like the way it handles this issue”. The role of the sales person is to overcome or minimalise those problems.
Of course, not all objections need to be overcome. If your competitors have the same limitations or would fail to meet the prospect’s other more important requirements.
Here are some typical objections and some solutions to overcoming them:
Price is too expensive
Product isn’t a complete match for requirements
Competitor has more features
Your company is too small or too new
Prospect is not ready to place order
If you would like to learn more, the Rain Group offer an excellent 4 step guide to overcoming possible objections to get you closer to closing possible sales.