Answering objections is closely related to being a skillful negotiator. The best way to respond to an objection is to interpret it as a question asking for more information. However, if you react defensively to a prospect’s objection, you could be leaving a lot of...

Sales Objection #12 “Just send me literature.” How would you counter this objection? Do Say This: • If you would like me to send literature to you, does that mean you are somewhat interested? Who else would need to see a brochure? • Sure, I will get some...

Sales Objection #11 “It’s not a priority to us.” How would you counter this objection? Do Say This: • Thank you for telling me that. Are you saying it’s a priority later but just not right now? • I understand it isn’t a priority now. But I’m curious whether you can...

Sales Objection #10 "Call me on Monday to set up an appointment" This is a common sales objection we hear in B2B sales. So...how would you counter this objection? Do Say This: • I have some time on Tuesday afternoon to meet with you. What time is best for you? •...

Sales Objection #8 “I’m too busy.” How Would You Reply? How would you counter this objection? Do Say: • I can respect that this isn’t a convenient time. I honestly feel that if given fifteen minutes of your time, I can show you there is good synergy between our...

"I am not interested because we are moving." Sales Objection #7 How would you counter this sales objection? Do Say: • Really? That’s wonderful! This is a good opportunity for you to make preparations to meet your product (or service) needs before you move. Once we...

“Everyone is offering the same rate.” This is a common objection I hear often. You will need to diffuse this thought and re-position quickly. Start your first statement with something like "I know...that's why I am here!" This simple statement will diffuse the...

Sales Objections #5 "We just switched companies (or services)." How would you counter this common objection? “We just switched companies (or services).” Do Say: • How long ago was the switch? What was the main reason you selected this vendor? Can you share with me...

Sales Objection #4 "We are happy with our current vendor"  How would you counter this objection? Do Say: • Great, may I ask you what they do that you’re happy with? • I understand that these things are important to you. Do you think having a backup vendor would be...

Sales Objection #3 "We aren't interested."  How would you counter this objection? Do Say: • I can understand you not being interested on the basis of a phone call. However, we’ve helped many companies like yours reduce costs and improve their market size. That’s...