Sales objections are a natural part of the sales process. In fact, if you’re not getting objections, you’re probably not pushing hard enough. Every salesperson will face objections from potential buyers at some point during their career. The key is to be prepared for them! In this blogpost, we will discuss the most common sales objections in 2022 and how to handle them effectively.
Price is the most common sales objection in 2022. Potential buyers will often try to negotiate a lower price for the product or service that you are selling. As a salesperson, it is important to be prepared to counter this objection with a well-reasoned argument. Remember, the goal is not to simply give in to the buyer’s demands, but to reach an agreement that is fair for both parts.
Here are a few tips on how to handle the price objection:
- Don’t be afraid to negotiate. Many salespeople make the mistake of thinking that they must always accept the first offer from a potential buyer. This is not true! Negotiating is a normal part of the sales process and you should feel comfortable doing it.
- Be prepared to justify your price. Potential buyers will often ask for a justification of the price that you are charging. Be prepared to explain why your product or service is worth the price that you are asking.
- Offer discounts sparingly. Discounts can be a great way to sweeten the deal for potential buyers, but they should be used sparingly. If you find that you are offering too many discounts, it may be time to re-evaluate your pricing strategy.
Lack of Need
Another common sales objection in 2022 is the buyer’s perceived lack of need for the product or service. In other words, the buyer may not see how your product or service will benefit them. As a salesperson, it is important to be able to show the buyer how your product or service will meet their needs. This may require some research on your part, but it will be well worth it in the end.
So to handle this objection you should:
- Do your homework. Before you even step into the sales process, make sure that you have a good understanding of the buyer’s needs. This will allow you to tailor your sales pitch to their specific needs.
- Be prepared to show how your product or service will benefit the buyer. Buyers often make purchasing decisions based on how a product or service will benefit them. Be sure to highlight the benefits of your product or service in your sales pitch.
- Offer a free trial. If the buyer is still unsure about whether they need your product or service, offer them a free trial. This will allow them to see firsthand how your product or service can benefit them.
Curious about what to expect in the future of selling? Read our blog post about sales trends of 2022 here!
Another objection that salespeople often face is the buyer’s perceived risk of purchase. Buyers may be concerned about the quality of the product or service, the reliability of the company, or the return policy. As a salesperson, it is important to be able to reassure the buyer that these concerns are unfounded.
Try one of these comebacks next time you are met with the perceived risk objection:
- Address the buyer’s concerns head-on. Don’t try to avoid the buyer’s concerns or brush them off. Instead, address them directly and explain why they are not a valid concern.
- Offer a money-back guarantee. This is often one of the best ways to reassure a buyer that they are not taking a risk by purchasing your product or service.
- Provide customer testimonials. If you have satisfied customers, use their testimonials to show the buyer that others have been happy with your product or service.
Another objection that salespeople often face is time constraints. Buyers may feel that they do not have enough time to use the product or service, or they may not have the time to properly evaluate it. As a salesperson, it is important to be able to show the buyer how your product or service can save them time in the long run.
Here are a few tips on how to handle the time constraint objection:
- Explain how the product or service can save the buyer time. Many buyers are concerned about making a purchase because they feel like they don’t have enough time. Be sure to explain how your product or service can save them time in the long run.
- If the buyer is still concerned about time constraints, be prepared to negotiate. There may be some flexibility in the terms of your offer, and you may be able to come to an agreement that works for both parties.
- A trial period could be the solution to this objection as well. This will give them the opportunity to use the product or service and see how it can save them time.
Hopefully, these tips will help you to handle the objections that you’ll face as a seller in 2022. Remember, the key is to be prepared and to always put the buyer’s needs first. With a little practice, you’ll be closing sales like a pro!
In Future Ready, we believe that everyone deserves a chance to succeed in sales and customer service. With smart technology, we make learning an integrated part of the everyday workflow. We can help your company future-proof its workforce by providing employees with the opportunity to learn new skills on their own time, without disrupting their day-to-day routine. Want to see how Future Ready can benefit your business? Contact us for a free demo! Our team is excited to show you how our innovative platform can help your employees stay ahead of the curve and improve your bottom line. Thanks for reading!