The first thing most customers do when they realize there’s a salesperson on the phone is either hang up or reply with an objection. Facing opposition from customers is never easy, but it’s important to remember that no matter what you’re selling, you’re likely to routinely encounter several universal objections from customers. Here’s how to provide effective rebuttals to these common objections that will keep the customer on the line—without being pushy.   

1. “It’s Not the Right Time.”

If a customer wants to wait for the ideal situation, remind them that they could end up waiting a very long time, and the perfect set of circumstances may never present itself. If they say that they can’t commit until next quarter or some other milestone, ask them what their priorities are today. Waiting for the perfect moment when the stars align is procrastination in its finest form, but you have the power to encourage them along.

2. “I Don’t Have the Money.”

Any sentiment about budgets or lacking financial resources usually means it’s not worth it for the customer to seek approval—yet. This is when you explain the benefits of what you’re offering, as well as the return on investment your product or service will deliver. If at some point the customer shows interest, ask what you can do to help get them the budget or approval they need.    

3. “We’re Fine Without It.” 

When a customer claims that they’re fine without your product or service, they’re admitting that they’re not exploring all avenues of growth and efficiency available to them. Explain to the customer that, no matter their industry, now is not the time to maintain the status quo. In today’s rapidly evolving business landscape, we all need to be excelling and growing—not just doing “fine.”

4. “I’m Not Sure Where to Start.”

When a customer says that they don’t know where to start, they’re displaying a level of interest but might be looking for someone to guide them through the process. In this scenario, don’t complicate things, and instead, focus on making things as easy for the customer as possible. Do the heavy lifting for them to confidently close the deal.

Be Ready for Anything.

When potential clients present objections to your pitch, you need to be quick on your feet to keep the conversation alive. With StorySlab, you and your sales team will be ready for any conversation—no matter what objections get thrown your way. To experience how StorySlab can help you execute every sales call to perfection and make more sales, request a demo.