Have you ever faced an objection during a sales call that left you feeling like you have nowhere to go? The kind that makes you wonder if you'll ever close the deal? Well, we're here to tell you that you're not alone. 

There are three objections that even the most experienced salespeople can find challenging to overcome: 

"I need to think about it", 

"We don't have the money/time right now", 

and 

"We are currently using/considering XYZ". 

Although these sales objections can be troublesome, you don't need to worry. In this article we'll show you how to identify the real meaning behind each of these objections, how to overcome them, and start closing more deals. 

Let's get started!

When pitching your product to a potential customer, you may every now and then hear the dreaded - 

“I need to think about it.".

When someone says they need to think about it, it's usually because they either aren't interested, or they're interested but unsure. They are stalling, hoping to get rid of you so they can get on with their day or do their own research into your product.

So how do you best deal with this objection? You’re not going to accept their response and walk out without a sale that’s for sure! There’s a few approaches that allow you to address their concerns and move the conversation forward in a productive manner.

To overcome this smokescreen, you need to find the real objection. Don’t settle for a, “Let me know when is a good time to call you back?”. When your prospects “need to think about it”, it is time to pull out your listening cap. 

Listen carefully to what they are telling you and ask probing, and open-ended questions so you can really understand where they are coming from.

As Nancy Nardin from Smart Selling Tools said: 

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Providing options to customers can help you overcome this sales objection because it allows the customer to feel empowered and in control of the buying process. When customers have different options put in front of them, they are more likely to engage in a conversation with you and explore possible solutions that meet their needs. 

By offering different product options or payment plans, customers can discover an alternative solution that they hadn't previously considered. This approach also shows that you are committed to helping them, ensuring that the customer views you as someone trustworthy.

With so many different customers to meet on any given day, salespeople need to manage carefully where they need to be at any given moment. 

Badger Maps is a sales tool specifically designed with field salespeople's needs in mind.  With capabilities such as route optimization, check-ins, and lead generation on-the-go, Badger Maps helps field salespeople save time on their daily planning, keep better relationships with customers, discover new business opportunities, and close more deals.

Badger Maps was specifically designed with field salespeople's needs in mind and that's what sets this route planner apart from the rest. 

Having the option to create a route with multiple stops gives reps the opportunity to easily plan for the week ahead. Less time spent behind the wheel will mean more time spent in front of customers, providing reps with ample opportunity to drive revenue growth.   

Badger Maps can help field sales teams optimize the time they spend on the road. Sign up for a free trial today!

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One of the most common sales objections is -

"We don't have the money/time right now." 

While this can be frustrating to hear after all of your hard work identifying customers you think are ready to buy, it's important to understand this objection and the root cause behind it. Is the timing really an issue, or is it just an excuse to get rid of you? By identifying the true meaning behind the objection, you can draft up a battle plan and turn the situation into a positive one.

Successful salespeople know how to turn a stressful situation into a positive one. Discover 10 ways salespeople keep calm and crush their sales quotas.

Focus on showcasing the value of your product and how it can benefit the customer. People are always willing to buy a product that can help them in their day-to-day lives. Even if it might cost them more than they were expecting, if they see the benefits that can be made, they will be more inclined to take a risk to reap the rewards. 

For example, as Mr. Inside Sales Mike Brooks advised, say something like - 

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This sales objection can actually work in your favor. Your prospect already knows that they need a product like yours and have taken steps towards finding a solution. 

This saves you a lot of time educating them about why they need the solution you are selling. 

Instead, you can jump straight in and discuss how yours is the best product on the market.

This is a great opportunity to learn more about their relationship with the competitor and identify areas where your product could provide a more effective solution. Ask questions like -

“What led you to choose [XYZ]?”,

 “What do you like about their product?”,

or

“What problems are you experiencing?”

This will help you understand their current situation and position yourself to offer a compelling solution that can better meet their needs. 

As Jill Konrath, an internationally renowned sales strategist, advised,

Check out Anthony Iannarino’s Outside Sales Talk podcast episode to discover the best ways to deal with competition in sales.

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By providing a special discount, you can help your customers with any concerns they may have about breaking their current contract prematurely. This can be an effective way to win them over and show that you are committed to providing value.

However, it's important to make sure that the discount you offer is still profitable for your company. You don't want to sacrifice your own profitability just to win over a new customer. So, make sure to analyze the potential ROI and make a calculated decision.

By identifying the real meaning behind each sales objection and responding accordingly, salespeople can effectively communicate the value of their product and close more deals.

So let’s knock those sales objections out of the park!