The 7 Most Common Objections in Sales (and How to Overcome Them)

Like many salespeople, you probably hear objections from potential clients on a regular basis. Objections are annoying — and in some cases, they may even be frustrating — but when it comes to helping your business make money, knowing how to overcome them can be an invaluable skill. Here are the most common objections you’ll face as a salesperson, along with tips on how to deal with them successfully and close more deals than ever before.

I Don’t Have Money to Invest

Typically this is an objection for sales from business to business. One of the most common objections salespeople hear is, "I don't have money to invest." And while it's true that good debt and investing in a business can be scary, there are a few things you can say to overcome this objection. Ultimately, the most important factor is showing individuals their ROI (return on investment).

I Don’t Trust You

The first objection is usually some version of I don’t trust you. The best way to overcome this objection is by being honestand transparent from the beginning. show yourself as an expert by sharing your knowledge and experience, and be sure to make a good first impression.

I Want To Think About It

This objection can be frustrating, but the best thing you can do is ask questions. Try to understand why they want to think about it, and see if there's any information you can provide that can help them make a decision. If they're still unsure, you can ask if there's a specific reason why they're undecided, and see if there's anything you can do to help them feel more comfortable.

What If It Doesn’t Work?

The first step is to realize that no one can guarantee anything when it comes to sales. You can do your best to increase the chances of success, but there are always going to be risks involved. Second, remember that people want a promise, more than a product or service. They want to know that your product or service will make their lives better in some way.

Can I Try Before I Buy?

One of the most common objections salespeople hear is, Can I try before I buy? In other words, the prospect wants to test-drive the product or service before making a commitment. The best way to overcome this objection is to offer a free trial. By giving the prospect a risk-free way to try your product or service, you can increase the chances of making a sale. Psychologically, the most common reason is a person doesn't want to feel guilty for buying something in the near future.

Is There Any Risk?

There are many varieties of risks depending on your specific industry. It is always best to mention the risks before they become an issue and talk about how you have as a business mitigated any risk. When a customer mentions this objection, they are looking for security. This may be the best time to reestablish your credibility, your integrity, and honesty as a business. Sometimes, individuals just want personability, not a corporate interaction. 

I'm Not Interested.

The first step is to get them interested. If you can't do that, you're not going to make the sale. So how do you get them interested? By figuring out why they're not interested and addressing that objection head on. For example, if they say they're not interested because they don't need your product, you can say something like, I understand that you may feel like you don't need our product, but let me tell you a little bit about what it can do for you.