We want to show you a tactic to develop sales rebuttals that work for almost all of the common objections you will face.
What We Mean by Common Objections
Before we show you the actual sales rebuttals, we want to explain what we mean by “common objections.”
We all face common objections, and they 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 aim to overcome those sales objections. But the first thing to note is that we recommend you don’t try to overcome the objection.
To overcome the objection, one would try to change the prospect’s mind. If they say they are not interested, one would try to say something that makes them interested, thus changing their mind.
We feel you should resist this urge, as resolving this goal head-on can be difficult and time-consuming. A better approach is to focus on getting around the objection and just keep the conversation going.
Redirect to Keep the Conversation Going
The trick to making 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
When prospects ask why you are calling, redirect them to your value statement. They will do this by asking what the call is about 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 says they’re not interested, don’t have money, aren’t 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 for your objection responses is to share common pain points you’ve resolved. 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 of all these sales rebuttals is just to keep the conversation going and, sometimes, get the prospect to say something you can then drill into to remove the sales objection they are giving you.
Examples of Sales Objection Rebuttals
Here are some sales objection rebuttal examples to help with your phone prospecting. We will list some of the common sales objections that you can anticipate, share some examples of objection responses, and explain the logic behind each response.
What is this call in regards to?
This is one of the most common gatekeeper sales objections, and here are some sales rebuttal examples for how to get around this objection.
Well, the purpose for my call is that: (Redirect to your value statement by answering with one of below)
- We help Sales Managers to get their sales people saying the best possible sales pitch and asking the right questions.
- We help Sales Managers to shorten the amount of time that it takes to train new salespeople.
- We help Sales Managers to decrease sales staff turnover.
- We help Sales Managers to get under-performing on the right track.
- We help Sales Managers to simplify training and onboarding for the sales resources.
The logic with this response is that it does not give the gatekeeper the answer they are looking for, which labels you as a salesperson trying to sell something.
Is this a sales call?
You can handle this sales objection the exact same way as you handled “What is this call in regards to?”
I am not interested.
Here are some sales rebuttal examples for the sale objection when either a gatekeeper or target prospect tells you that they are not interested.
I understand.
(OPTIONAL) And I want you to know that we are not trying to sell anything at this point.
(OPTIONAL) I am not even really sure if what we have is a good fit for you. That is why I had a question or two, if you have a couple of minutes.
(Redirect to one of your pre-qualifying questions)
If I could ask you real quick:
- How confident are you that all of your sales resources are asking the right questions when talking with prospects?
- How concerned are you about the amount of time it takes to get new sales hires ramped up and performing? How long on average does it take for a rep to get fully up-to-speed
- How important is it for you to get under-performing sales resources corrected and on the right path toward meeting or exceeding their objectives?
- How concerned are you about your current level of sales staff turnover?
- How open are you to exploring new ways to boost sales performance for your sales resources?
- Are you all currently using any type of sales methodology or sales training curriculum?
- Do your sales resources use any kind of script or sales playbook?
The logic behind these sales rebuttal examples is that instead of trying to overcome the objection by making the prospect interested, we focus on getting around the objection and keeping the call going.
Just send me some information.
Here are some sales rebuttal examples for the sales objection that a prospect uses when they try to get rid of you by asking you to send them your information.
I can certainly do that. So that I know exactly what to send you, do you mind if I ask:
(Redirect to one your pre-qualifying questions)
- How confident are you that all of your sales resources are asking the right questions when talking with prospects?
- How concerned are you about the amount of time it takes to get new sales hires ramped up and performing? How long on average does it take for a rep to get fully up-to-speed?
- How important is it for you to get under-performing sales resources corrected and on the right path toward meeting or exceeding their objectives?
- How concerned are you about your current level of sales staff turnover?
- How open are you to exploring new ways to boost sales performance for your sales resources?
- Are you all currently using any type of sales methodology or sales training curriculum?
- Do your sales resources use any kind of script or sales playbook?
The logic behind these sales rebuttal examples is to avoid getting off the phone and spending time sending over your information, and instead keep the call going by asking a question.
