If you read our last post, you should skip this introduction.
Sales objections are challenges to be overcome, rather than strict blockers. Over the next few posts, we’re going to identify the most common blockers and how to proactively rebuff and make that sale! Objections can be categorized around budget, authority, need, and timeliness (This is also known as BANT).
You will also come across the following types of objections:
- Real Objections – These must be resolved, or else a sale is impossible.
- Conditions – These are inflexible limitations which cannot be overcome.
- False Objections – the customer may be unwilling to admit the real reason he doesn’t want to buy, for example: fear of change, fear of making a mistake or fear of showing ignorance.
It is a good idea to keep asking questions, to find out what the objections are, and how important they are to the prospect.