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Overcoming Common Sales Objections

• Sales objections can arise during a sale process, and it is important to understand how to avoid and deal with them.
• The video focuses on the seven most common sales objections and how to overcome them.
• The first objection is "your price is too high," and it can be avoided by focusing on the real value that the service provides to the prospect.
• If the prospect still says the price is too high, salespeople should listen to them, acknowledge it, and dig into why they think the price is too high.
• The second objection is "I need to think about it," which can be avoided by establishing enough value and understanding the prospect's decision-making process.
• If the prospect still needs to think about it, salespeople should help them understand what they need to be thinking about and get everything out on the table.
• The third objection is "I need to run this by someone else," which should be dealt with during the discovery phase by understanding their decision-making process.
• Salespeople should ask the prospect what they will be considering the most important as they talk it over with someone else and be involved in that conversation.
• The fourth objection is "I can't afford it," which can be avoided by creating enough value in the sale and establishing a realistic budget during the discovery phase.
• If the prospect still says they can't afford it, salespeople should acknowledge it and dig into why they say that.
• The fifth objection is "we're already working with someone else," which should be dealt with early on in the sales conversation by asking what one thing the other company could be doing better.
• Salespeople should use the prospect's words to move in the direction they want to go.
• The sixth objection is "we don't have the budget," which should be dealt with during the budget phase of discovery by asking if they have a budget for this kind of project.
• Salespeople should be tougher and ask if solving these challenges is not a priority for the company.
• The seventh objection is "I'm too busy right now," which should be avoided by showing the value throughout the sale and asking questions around the prospect's challenges and the value of solving them.