How to answer the 4 biggest objections and close the sale

Only professional sellers respond to the most difficult objections.

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The four most common sales objections are typically price, need, trust, and timing. Below is a concise guide on how to address each objection effectively and close the sale, based on standard sales practices. Handling the 4 Biggest Sales Objections Price Objection: "It's too expensive."Response:

Reframe the price as an investment with clear value. Ask about their budget constraints, then emphasise how the product/service delivers long-term benefits or savings. Example: "I hear you on cost. Let’s look at how [product] can save you [specific benefit, e.g., time or money] over time. Compared to [alternative/doing nothing], it’s a solution that pays off."

Technique: Use a cost breakdown (e.g., daily cost equivalent) or offer payment plans if available.

Need Objection: "I don’t need this right now."Response: Uncover their pain points or goals through questions. Connect the product’s benefits to their specific situation, showing how it addresses current or future needs. Example: "Can you tell me about the challenges you’re facing with [issue]? [Product] helps by [specific benefit], which could make a big impact now or prevent issues later."

Technique: Share a success story of a similar customer who benefited from acting early.

Trust Objection: "I’m not sure about your company/product."Response: Build credibility with testimonials, case studies, or data. Be transparent and address concerns directly, offering assurances like guarantees or trials. Example: "I understand wanting confidence in your choice. Here’s how [product] helped [customer] achieve [result]. We also offer a [guarantee/trial] to ensure your satisfaction."

Technique: Provide social proof (e.g., reviews) or suggest a low-risk trial.

Timing Objection: "Now’s not a good time."Response: Explore the reason for the delay and highlight the cost of waiting. Create urgency with time-sensitive benefits or limited offers. Example: "I get that timing matters. What’s holding you back? Starting now could mean [benefit], and waiting might cost you [opportunity/problem]."

Technique: Use scarcity (e.g., limited-time offer) or emphasise immediate benefits.

Closing the Sale: After addressing objections, summarise the value by recapitulating how the product meets their needs. Example: "We’ve covered how [product] fits your budget, solves [problem], and comes with [support]. Does this feel like the right fit?"
Ask for the Sale: Use a direct or assumptive close. Example: "Are you ready to get started today?" or "Let’s set up [next step]."
Address Final Hesitation: Ask, “Is there anything else you need to move forward?” to uncover lingering concerns.
Simplify the Process: Ensure next steps are clear and easy to reduce friction.

Be persistent

Steem On

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