The document provides tips on overcoming common sales objections by listening to prospects' concerns, validating them, asking follow-up questions, and setting up specific times to follow-up. It discusses strategies like anticipating objections, leveraging social proof, and using the LAER method to build trust and address objections. Finally, it provides examples of handling objections about price, competition, authority to buy, and need/fit and emphasizes treating objections as requests for more information.

1. GUIDE TO HANDLING
OBJECTION IN SALES:
TIPS ON OVERCOMING
THE MOST COMMON
SALES OBJECTION

2. Common Sales Objections
Too Expensive
I’m busy
right
now
I don’t
understan
d your
product
I can get a
cheaper version
somewhere else
I'm happy with
your competitor

3. Listen Validate
Follow-
up
Social
proof
Set up
date and
time
Anticipat
e
objection
How to handle Sales Objection

4. Strategies for Overcoming
Objectives
If you hear your prospect
pulling back, ask follow-up
questions
Build trust by empathizing
with your prospect.
Practice
active
listening
Validate your
prospect’s
concerns
Ask follow-up
questions
Listen to understand.
Avoid interrupting them while
Give them space
Have a set of neutral
recommendations ready
Set up a specific time and
date to follow-up in the near
future
Leverage
social proof
Set a specific
date and time
to follow-up
Anticipate
sales
objections
Share the success story of
another customer

5. A
E
L
R
Listen
Explore
Acknowledge
Respond
An Effective Method for Objection Handling – LAER: The
Bonding Process
A proven and effective method for objection handling is Carew
International’s LAER: The Bonding Process®

6. Objection Handling Hierarchy
Tactics
Approaches
Objectives
Emotion
Build trust
Erase doubts
Keep them
hooked
Address
Reframe
Redirect
Key phrases
Sales battle
cards

7. Objections About Price and Budget
"We need to use that budget
somewhere else."
Share case studies of similar
companies that have saved
money, increased efficiency, had
a massive ROI with you
"We had a customer with a similar
issue, but by purchasing [product]
they were actually able to increase
their ROI and assign some of their
new revenue to other parts of the
budget."
"I don't want to get stuck in a
contract."
Find out if you can offer month-
by-month or quarter-by-quarter
payment instead of asking for a
year or more commitment up
front.
"I understand. Let's talk about some
different contract terms and payment
schedules that I can offer you.
Perhaps these would be a better fit."

8. Objections About Competition
"We're already working with [Vendor
X]."
Talk about your product.
Probe into the relationship and
pay special attention to
complaints that could be solved
with your product.
"Why did you choose [vendor]?
What's working well? What's
not? Allow me to explain how
[product] is different."
"I can get a cheaper version of your
product somewhere else."
Lay out your deepest discount and
emphasize the features that make
your product superior. Take
advantage of the comparison. Play
the differences up and emphasize
overall worth, not cost
What are the points of differentiation
between [product] and your other
option? What provides you with the
most value and support?

9. Sales Objections About Authority or
Ability to Buy
"I'm not authorized to sign off on this
purchase."
Ask your prospect who for the
name of the right person to
speak to, and then redirect your
call to them.
"Who is the right person to speak
to regarding this purchase? Can
you redirect me to them, please?"
"I can't sell this internally."
Ask your prospect what
objections they anticipate, and
help them prepare the business
case for adopting your product.
"What objections do you think you'll face?
Can I help you prepare the business case for
when you speak with your decision-makers? I
may have some enablement materials I can
share to help."

10. Sales Objections About Need and Fit
"I've never heard of your company."
Treat this objection as a request
for information. Provide a very
quick summary of your value
proposition.
"We're a company that sells ad
space on behalf of publishers like
yourself. I'd love to speak with
you about your revenue model
and see if we can help."
"I don't see what your product could
do for me."
Reconfirm the goals or
challenges you've discussed and
explain how your product can
solve specific problems.
"Interesting. Can you share what
specific challenges you're facing right
now? Perhaps [product] presents a
solution we have yet to discuss."

11. “TREAT OBJECTION AS REQUESTS
FOR FURTHER INFORMATION”
Brian Tracy
Team 5
Adil Khan
Arundhathy Pramod KT
Faheemudheen K
Krishnambigai
Kulshan R
Muniyappan S
Pravin Mahto
Premaguru
Sadique
Sivabalan K