This presentation offers insights on common sales objections and how to handle those objections effectively and efficiently

1. 5 Common Sales Objections and How to Overcome Them
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Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
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AAyuja © 2013

2. 1
We don’t have the money
In sales a common and initial objection is
regarding budget or pricing, but it doesn’t
mean that clients have given up buying
anything maybe they’re a little more cautious
about their spending.
Unless the company is on the brink of bankruptcy, they have
money
Your mission is to find money that is not being
well spent and shift it to a place where it will
generate a greater return and value. Let them
know how your product or service will offer
benefits and solve their monetary issues and
can be a real money saver in the longer haul.
AAyuja Internal and Confidential © 2012

3. 2
We don’t need these kind of
services
When you hear this a few possibilities exist.
You’re either talking with the wrong person,
i.e., not the true buyer. Or you’ve misjudged
the market and you’re talking with a company
that clearly isn’t your ideal client.
When you hear this a few possibilities exist.
If the client is an ideal consulting client and
you’re talking the true buyer, when you hear
that ‘they don’t need’ you, it’s most often the
case that you haven’t created the need for
your services. Meaning you need to do a
better job explaining the value you bring to
the table.

4. 3
I need to check with ….
A decision maker need not check with anyone
for decision making. When you come up with
this kind of objection it means you’re targeting
the wrong person. Find out who makes the
decision and fix an appointment with them
You’re talking to the wrong person. When you’re talking with the true
buyer they won’t have to check with anyone.

5. 4
We’ve always done it this way…
The greatest obstacle in sales is resistance to
change. The client will be accustomed to a
particular technology or product even when a
new and improved version is available. They’ll
often make a choice to stick with something
that’s familiar.
Your job is to make it clear that the buyer will
be better off when they attack change head
on rather than hide from it.
“Is what you did 15 years ago still working just as well for you
today?” The answer is almost always ‘no’.
AAyuja Internal and Confidential © 2012

6. 5
I’m just too busy to do this now
You can overcome this objection by listing out
the values offered by your product to the
customer and how it’s beneficial for them.
Make the client realize how your product can
increase their ROI and profit share in the
market through rough calculation which in
turn creates interest in a client
This is often an excuse. Ask questions like “How much market
share could your competitor capture in 8 months if you put off doing
X?” and “How important is X to your company’s future?”
AAyuja Internal and Confidential © 2012

7. 5
I’m just too busy to do this now
You can overcome this objection by listing out
the values offered by your product to the
customer and how it’s beneficial for them.
Make the client realize how your product can
increase their ROI and profit share in the
market through rough calculation which in
turn creates interest in a client
This is often an excuse. Ask questions like “How much market
share could your competitor capture in 8 months if you put off doing
X?” and “How important is X to your company’s future?”
AAyuja Internal and Confidential © 2012