As a B2B sales professional, objections are a standard part of the sales process. Whether you’re selling a product or service, it’s likely that potential customers will have questions, concerns, or objections that need to be addressed before they’re willing to make a purchase. Objection handling is a critical skill for any salesperson. In this article, we’ll discuss the 10 most common objections in B2B sales and provide tips and techniques for how to handle them effectively. Each of the below provided most common objection from the clients will have a simple example of how to deal with it provided by ChatGPT, but we took here just a single instance for each, in practice we recommend maximizing your efforts and with the prompts like ” please provide 5 more examples” or “each example change for a different scenario in different industry vertical” etc in such way maximum results and different options will be provided, and we can enjoy good material to work with.
1. It’s too expensive:
This objection is one of the most common in B2B sales, and it can be challenging to address. One effective way to handle this objection is to emphasize the value and ROI of your product or service. You can also offer financing or payment plans to make the purchase more affordable.
Example response: “I understand that cost is a concern for you. However, our product has been proven to increase productivity and efficiency, resulting in significant cost savings over time. Additionally, we offer flexible payment options to help you manage the investment.”
2. I need to think about it:
This objection is often a stall tactic, and it’s important to keep the conversation moving forward. You can ask questions to better understand the customer’s concerns and try to address them directly. You can also offer a trial or demo of your product or service to help them make a decision.
Example response: “Of course, I understand that this is a significant decision. Would you mind sharing what specific concerns you have so that I can address them? Additionally, we offer a trial period to give you a chance to experience the benefits of our product before making a final decision.”
3. I’m happy with my current provider:
This objection is a common one, but it doesn’t necessarily mean that the customer isn’t interested in what you have to offer. You can ask questions to better understand their current situation and try to position your product or service as a complementary solution rather than a replacement.
Example response: “I appreciate your loyalty to your current provider. However, we offer features and benefits that your current provider may not have, and I’d be happy to share some of our success stories with you. Even if you decide not to switch providers, it’s always good to stay informed about what’s available in the market.”
4. I don’t have time:
This objection is often a result of the customer feeling overwhelmed or busy. You can address this objection by highlighting the efficiency or time-saving benefits of your product or service. You can also offer to schedule a call or meeting at a time that works best for them.
Example response: “I completely understand how busy you are. However, our product can actually save you time by streamlining processes and increasing efficiency. Could we schedule a call to discuss how our product can benefit your business, at a time that is convenient for you?”
5. I’m not sure it will work for me:
This objection is often a result of the customer not fully understanding your product or service. You can address this objection by providing case studies or customer testimonials that demonstrate the effectiveness of your solution. You can also offer a guarantee or warranty to give them peace of mind.
Example response: “I understand your concern. However, we have many satisfied customers who have seen significant benefits from using our product, and I’d be happy to share some of their success stories with you. We also offer a satisfaction guarantee to ensure that our product meets your expectations.”
6. I don’t think it’s a priority right now:
This objection is often a result of the customer not seeing the value or urgency of your product or service. You can address this objection by highlighting the potential consequences of not taking action, such as lost revenue or missed opportunities. You can also offer a limited-time promotion or discount to create a sense of urgency.
Example response: “I understand that there are competing priorities, but it’s important to consider the potential benefits of our product. Our solution has been shown to increase revenue and efficiency, which can have a significant impact on your bottom line. Additionally, we are offering a limited-time promotion that may make it more appealing to consider now.”
7. I’m not the decision-maker:
This objection is often a result of the customer not having the authority to make a purchase decision. You can address this objection by asking questions to better understand the decision-making process and offering to provide information or resources to help them make a case to their superiors.
Example response: “I understand that you may not be the final decision-maker, but I’d be happy to provide you with information that can help you make a compelling case to your decision-makers. Additionally, I can offer to schedule a call or demo for your decision-makers to see the product firsthand.”
8. I’ve had a bad experience with similar products in the past:
This objection is often a result of the customer having a negative experience with a competitor or similar product in the past. You can address this objection by highlighting the ways in which your product or service is different and better. You can also offer a free trial or demo to give them a chance to see the difference for themselves.
Example response: “I’m sorry to hear that you’ve had a negative experience in the past. Our product is different in [specific ways], and we have many satisfied customers who have seen success with our solution. I’d be happy to share some of our success stories with you and offer a free trial to give you a chance to experience the benefits for yourself.”
9. I don’t have all the information I need:
This objection is often a result of the customer feeling unsure or unclear about your product or service. You can address this objection by providing clear and detailed information, answering any questions they have, and offering to provide additional resources if needed.
Example response: “I understand that you may have questions or concerns. I’d be happy to provide you with any additional information that you need and answer any questions that you have. Additionally, we have resources such as case studies and white papers that may be helpful for you to review.”
10. I’m not ready to make a decision yet:
This objection is often a result of the customer needing more time or information to make a decision.
Example response: “I understand that this is a significant decision, and I’m here to support you in any way that I can. Could you share with me what additional information or resources you need to feel confident in making a decision? I can also offer to follow up with you in a few weeks to see if you have any further questions or concerns.”
Bonus Objection:
11. Send me an email:
This objection most probably is number one worldwide and especially works very well to unhook new and inexperienced sales reps as it doesn’t look like an objection at first sight, but it is the purest and one of the best and simple objections from the potential client.
Example response: ” Sure I will do a follow-up email after our initial call, and if you don’t have time for 10 more minutes to discuss instead of reading the email (which can be more time-consuming) please answer me a couple more quick questions so I can send correct information which won’t waste your time if it’s ok, can I ask?”
Objections are part of any business, are you selling apples at a street market, health insurance for extreme billionaires, or airplanes, only by mastering our skill, by failing and trying again, and by learning from our mistakes we will improve and reach the results we are looking for.