We want to show you a tactic you can use to develop sales rebuttals that work for almost all of the common objections that you will face.
What We Mean by Common Objections
Before we show you the actual sales rebuttals, we want to explain what we mean when we say “common objections”.
There are common objections that we all face and are guaranteed regardless of what you sell. Here are some examples of common sales objections.
I am not interested.
We don’t have budget right now.
Just send us your information.
What is this in regards to?
We are not interested.
We already use someone for that.
We are not making any changes.
Don’t Try to Overcome the Sales Objection
We will show you sales rebuttals that try to get around those sales objections. But the first thing to note is that we recommend that you don’t try to overcome the objection.
To overcome the objection would be to try to change the prospects mind. If they say they are not interested, trying to overcome the objection is to try to say something that makes them interested, thus changing their mind.
We feel that you should try to resist this urge because it can be difficult and time consuming to try to take this goal head on and resolve. A better approach can be to focus on getting around the objection and just trying to keep the conversation going.
Redirect to Keep the Conversation Going
The trick here that will make it easy for you to get around sales objections and keep calls going is to redirect to a different, yet still related area. Here are three areas to redirect to:
Redirecting to Your Value Statement
The time to redirect to your value statement is when prospects try to ask why you are calling. They will do this by asking what the call is in regards to or if it is a sales call.
Instead of answering those questions directly with an answer that presents you as a salesperson trying to sell something, try just responding with your value statement.
Redirecting to Your Pre-Qualifying Questions
The best place you can turn for sales rebuttals is to redirect to your pre-qualifying questions. These are great whenever a prospect mentions not being interested, not having money, not making any changes, etc. Here is what that may look like:
Oh, I understand. If I could ask you one quick question though, how important is it for you to get your sales resources better prepared for sales objections?
Redirecting to Your Common Pain Points
A good last resort option for your objection responses could be to share common pain points that you resolve. Here is an example:
OK, I understand. But I work with a lot of sales managers and they sometimes have challenges getting new hires ramped up and getting underperforming reps corrected. You do not have any concerns in those areas?
The goal for all of these sales rebuttals is just to keep the conversation going and to sometimes get the prospect to say something that you can then drill into and get away from the sales objection they are giving you.