{"id":1894,"date":"2016-07-21T15:09:29","date_gmt":"2016-07-21T13:09:29","guid":{"rendered":"https:\/\/woodpecker.co\/blog\/?p=1894"},"modified":"2025-01-21T10:27:03","modified_gmt":"2025-01-21T09:27:03","slug":"3-sales-objections","status":"publish","type":"post","link":"https:\/\/woodpecker.co\/blog\/3-sales-objections\/","title":{"rendered":"How to Overcome 3 Common Sales Objections &#038; Close More Deals"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">&#8220;Your price is too high&#8230; I&#8217;d buy,\u00a0if only you had feature X&#8230; We already use software for this&#8230;&#8221; \u2013 we all hear that sometimes while talking to our prospects. Check out the advice from <strong>Steli Efti<\/strong> of\u00a0<a href=\"http:\/\/close.com\" target=\"_blank\" rel=\"noopener noreferrer\">Close<\/a>\u00a0on how to handle 3 common <span id=\"urn:enhancement-64141382\" class=\"textannotation disambiguated wl-thing\">sales<\/span> objections: the\u00a0pricing objection, the feature objection, and the change objection in your conversations with potential customers.\u00a0<\/span><\/p>\n<p>Now let&#8217;s give\u00a0Steli the floor. \ud83d\ude42<\/p>\n<img decoding=\"async\" loading=\"lazy\" class=\"alignnone wp-image-1912 size-full\" src=\"https:\/\/woodpecker.co\/blog\/app\/uploads\/2016\/07\/steli-efti.jpg\" alt=\"\" width=\"512\" height=\"512\" srcset=\"https:\/\/woodpecker.co\/blog\/app\/uploads\/2016\/07\/steli-efti.jpg 512w, https:\/\/woodpecker.co\/blog\/app\/uploads\/2016\/07\/steli-efti-150x150.jpg 150w, https:\/\/woodpecker.co\/blog\/app\/uploads\/2016\/07\/steli-efti-300x300.jpg 300w\" sizes=\"(max-width: 512px) 100vw, 512px\" \/>\n<p style=\"text-align: center;\">***<\/p>\n<p>This is it. The moment you&#8217;ve been waiting for.<\/p>\n<p><span style=\"font-weight: 400;\">You\u2019ve just wrapped up a product demo with a high-value prospect and it went <\/span><i><span style=\"font-weight: 400;\">perfectly<\/span><\/i><span style=\"font-weight: 400;\">. You were at the top of your game. The decision-makers were interested and engaged throughout the presentation. All that\u2019s left is the close.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cSo,\u201d you say confidently, \u201cDo we have a deal?\u201d <\/span><\/p>\n<p><span style=\"font-weight: 400;\">And then you hear it. The objections.<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cYour product is too expensive.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cWe\u2019ll buy if you build these features.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cWe already have a solution in place.\u201d<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Suddenly that sure-win deal isn\u2019t so solid, and its success hinges on how you manage those objections.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It doesn\u2019t matter how good a <span id=\"urn:enhancement-d0abd00e\" class=\"textannotation disambiguated wl-thing\">salesperson<\/span> you are. Objections are a part of the process. You can\u2019t avoid them, so start prepping for them. Because <\/span><b>the difference between <span id=\"urn:enhancement-2edb8146\" class=\"textannotation disambiguated wl-thing\">sales<\/span> success and failure isn\u2019t <\/b><b><i>avoiding <\/i><\/b><b>objections, it\u2019s <\/b><b><i>overcoming <\/i><\/b><b>them.<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Let\u2019s start with scripted responses to three of the most common <span id=\"urn:enhancement-4fe8591e\" class=\"textannotation disambiguated wl-thing\">sales<\/span> objections. Work these into your <span id=\"urn:enhancement-5008419d\" class=\"textannotation disambiguated wl-thing\">sales<\/span> repertoire and you\u2019ll be closing more deals and generating more revenue in no time. <\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The pricing objection<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">The pricing objection is the most common objection <span id=\"urn:enhancement-c17c25b1\" class=\"textannotation disambiguated wl-thing\">salespeople<\/span> face and comes in a number of different forms. For example:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cYour product is too expensive.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cWe don\u2019t have the budget for it this year.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cYou\u2019re more expensive than our current solution.\u201d<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Here\u2019s the thing about the pricing objection: It\u2019s rarely about the price.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In most cases, they <\/span><i><span style=\"font-weight: 400;\">can <\/span><\/i><span style=\"font-weight: 400;\">afford to buy your product. They just don\u2019t want to. Either they feel they don\u2019t need it, they\u2019re trying to get a discount, or <\/span><a href=\"http:\/\/blog.close.io\/never-talk-pricing-before-value?utm_campaign=gpcodra&amp;utm_medium=guestpost&amp;utm_source=woodpecker\"><span style=\"font-weight: 400;\">you haven\u2019t demonstrated enough value<\/span><\/a><span style=\"font-weight: 400;\"> to justify the price. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can\u2019t manage their objection successfully until you know what\u2019s really going on, so do what good <span id=\"urn:enhancement-3f23fc93\" class=\"textannotation disambiguated wl-thing\">salespeople<\/span> do best: Ask questions. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s what that might look in practice. <\/span><\/p>\n<p><b>Prospect: <\/b><span style=\"font-weight: 400;\">\u201cYour product sounds great, but it\u2019s outside our budget right now.\u201d<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cI understand budget concerns \u2026 I want to be sensitive to that. But I really feel like there\u2019s something else going on. Am I crazy? Be honest with me: Do you love the product?\u201d<\/span><\/p>\n<p><b>Prospect:<\/b><span style=\"font-weight: 400;\"> \u201cYou\u2019ve got a great product. We\u2019d love it, but we just can\u2019t afford it right now.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">At this point, they\u2019re insistent it\u2019s about price. But don\u2019t take their word for it. Press a little further to make sure. <\/span><\/p>\n<p><b>You: <\/b><span style=\"font-weight: 400;\">\u201cAlright, tell me this \u2026 At what price would you buy?\u201d<\/span><\/p>\n<p><b>Prospect: <\/b><span style=\"font-weight: 400;\">\u201cWell \u2026 We could probably do $2,000.\u201d<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cOkay, so you\u2019re saying that if I could offer our product for $2,000, we\u2019d have a deal? You\u2019d buy right here, right now?\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That last question creates a moment of truth; your prospect can only respond in one of two ways. Sometimes they\u2019ll say \u201cyes\u201d and you\u2019ll know their objection really is about price. But more often, they\u2019ll say something like, \u201cWell, then we\u2019d have to take a look at \u2026\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Either way, you\u2019ve uncovered their real concerns and can respond accordingly. <\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The feature objection<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">The larger the accounts you pursue, the more likely you are to hear the feature objection. Enterprise businesses often use their size and revenue potential as a bargaining chip to get you to customize your product to meet their needs. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s how the objection might sound. <\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cWe\u2019ll buy <\/span><i><span style=\"font-weight: 400;\">if <\/span><\/i><span style=\"font-weight: 400;\">you add X, Y, and Z.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cWe just need you to make one small change to your product.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cIn exchange for the revenue we\u2019ll generate, can you add these features?\u201d <\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Some of the time, the features they want will be on your development roadmap. But more often, what they want isn\u2019t in line with the future of your product. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can\u2019t completely revamp your product to please one prospect. That sets a demanding precedent for the relationship and risks upsetting your current customers.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Instead, be prepared to walk away. Draw a line in the sand and don\u2019t cross it, even if it means losing a couple deals. That willingness to <\/span><a href=\"http:\/\/blog.close.io\/walk-away?utm_campaign=gpcodra&amp;utm_medium=guestpost&amp;utm_source=woodpecker\"><span style=\"font-weight: 400;\">walk away<\/span><\/a><span style=\"font-weight: 400;\"> is often what it takes to close these large accounts, anyway. Here\u2019s how that might look in practice.<\/span><\/p>\n<p><b>Prospect: <\/b><span style=\"font-weight: 400;\">\u201cYou\u2019ve got a great product, but we really need these features before we can commit.\u201d<\/span><\/p>\n<p><b>You: <\/b><span style=\"font-weight: 400;\">\u201cI understand why that\u2019s important for your business, but that isn\u2019t something we can provide at this time.\u201d<\/span><\/p>\n<p><b>Prospect: <\/b><span style=\"font-weight: 400;\">\u201cCome on \u2026 It\u2019s a small change and we\u2019d bring in a lot of revenue for your business.\u201d<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cYou\u2019re right, you would. And the feature is a great idea. But it isn\u2019t right for us, and it wouldn\u2019t be fair to our current customers to compromise the integrity of our product. I understand if that means you need to take your business elsewhere. If we ever do add that feature, I\u2019d be happy to reach out and let you know.\u201d<\/span><\/p>\n<p><b>Prospect:<\/b><span style=\"font-weight: 400;\"> \u201cYou know what \u2026 It\u2019s not that big a deal. We can live without it right now. Let\u2019s make this deal happen. But keep it in mind for future updates, alright?\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Are they always going to come around when you stand your ground? No. You will lose accounts over this, but that\u2019s okay. The goal of a <span id=\"urn:enhancement-dad3816d\" class=\"textannotation disambiguated wl-thing\">salesperson<\/span> shouldn\u2019t be closing every deal, it should be closing the right deals. <\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The change objection<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Some prospects will do anything to avoid change, including settling for a lesser product when something better is available. You\u2019ll run into this a lot if you\u2019re entering a crowded market. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s how the objection might sound.<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cWe already have a solution in place.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cOur current solution isn\u2019t perfect, but it gets the job done.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">\u201cYou\u2019ve got a great product, but we don\u2019t want to change tools.\u201d<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">No product is perfect, so find out what needs their current solution leaves unaddressed and center your pitch around those.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s how that might look.<\/span><\/p>\n<p><b>Prospect:<\/b><span style=\"font-weight: 400;\"> \u201cThanks, but we\u2019ve already got a solution in place.\u201d<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cI understand that you\u2019re using [competitor]. They\u2019ve got a great product, but be honest with me: Are they really meeting <\/span><i><span style=\"font-weight: 400;\">all <\/span><\/i><span style=\"font-weight: 400;\">your needs? Or is there something your business is still struggling with?\u201d <\/span><\/p>\n<p><b>Prospect:<\/b><span style=\"font-weight: 400;\"> \u201cGetting our <span id=\"urn:enhancement-de4f6f3d\" class=\"textannotation disambiguated wl-thing\">sales<\/span> and marketing team on the same page has always been a bit of a problem.\u201d<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cSo [competitor] does X, Y, and Z well, but you\u2019re having trouble with team communication. Am I understanding you correctly?\u201d<\/span><\/p>\n<p><b>Prospect:<\/b><span style=\"font-weight: 400;\"> \u201cThat\u2019s right.\u201d<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cOkay, let\u2019s talk about what that lack of communication is costing you \u2026\u201d <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Now that you know where their struggles are, you can <\/span><a href=\"http:\/\/blog.close.io\/create-perfect-sales-pitch?utm_campaign=gpcodra&amp;utm_medium=guestpost&amp;utm_source=woodpecker\"><span style=\"font-weight: 400;\">customize your pitch<\/span><\/a><span style=\"font-weight: 400;\"> to meet their needs and match their values.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Often, that\u2019s all it takes. But sometimes you\u2019ll find a prospect who is especially stubborn. If they like your product but don\u2019t want to abandon their current solution, propose a different option: Using both.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s how that might look.<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cAlright, so you like the communication capabilities of our product, but the power of scalability of [competition]. Right?\u201d<\/span><\/p>\n<p><b>Prospect:<\/b><span style=\"font-weight: 400;\"> \u201cThat\u2019s right.\u201d<\/span><\/p>\n<p><b>You<\/b><span style=\"font-weight: 400;\">: \u201cWhat if you didn\u2019t have to choose? What if you could have the best of both worlds?\u201d<\/span><\/p>\n<p><b>Prospect: <\/b><span style=\"font-weight: 400;\">\u201cI already told you I don\u2019t want to switch solutions.\u201d<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cI understand. But what if you used both our product and [competition]? That way you\u2019d get the power and scalability you\u2019re used to, along with enhanced communication we offer?\u201d<\/span><\/p>\n<p><b>Prospect:<\/b><span style=\"font-weight: 400;\"> \u201cIsn\u2019t that going to be more expensive?\u201d<\/span><\/p>\n<p><b>You:<\/b><span style=\"font-weight: 400;\"> \u201cSure, but we\u2019ve got a couple customers running a dual-product solution like this, and they\u2019ve said the productivity gains far outweigh the operating costs. Is that something you want to look into?\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">We\u2019ve used this strategy many times at <\/span><a href=\"https:\/\/close.com\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">Close<\/span><\/a><span style=\"font-weight: 400;\">\u00a0when prospects couldn\u2019t decide between our inside sales CRM and what Salesforce offers. It doesn\u2019t always work, but it has a much higher success rate than arguing back and forth with a stubborn prospect.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">The secret to successfully managing sales objections<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Each of those objections had two things in common:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">A genuine desire to understand and resolve a prospect\u2019s concerns, and<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">A willingness to walk away if the relationship wasn\u2019t right for either party<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">If you embody those two traits, it won\u2019t matter what objection your prospects throw at you; you\u2019ll be prepared to respond in a way that has everyone\u2019s best interests in mind. And trust me, that\u2019s often all it takes.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What about you? What objections do you hear most often, and how do you handle them? Share your experience in the comments below, then get back out there and crush it.<\/span><\/p>\n<p>\n<aside class=\"cta-block cta-block--a-version js-cta-block ab-no-10-cta-block ab-no-11-cta-block\">\n  <p class=\"cta-block__heading u-heading-preset-md-600\">Send powerful emails &amp; boost replies<\/p>\n  <div class=\"cta-block__form-container\">\n    <form class=\"js-cta-block-form\" action=\"https:\/\/woodpecker.co\/signup\/\" class=\"cta-block__button-only-form js-cta-block-no-input-form\">\n      \n\n\n\n\n\n\n\n\n<button class=\"c-button js-button c-button--color-main c-button--size-small u-focus-visible-outline\">\nStart free trial\n<\/button>    <\/form>\n    \n    <form class=\"c-input-button-form js-cta-block-form cta-block__form\" action=\"https:\/\/woodpecker.co\/signup\/\" method=\"POST\" novalidate>\n        \n  <div class=\"c-form-field js-form-field  c-input-button-form__form-field\">\n    \n    <label class=\"c-label c-form-field__label\" for=\"cta-block-form-email-485102805\">Work email<\/label>\n\n                    \n  <input class=\"c-input  js-input c-input-button-form__input\" placeholder=\"will@woodpecker.co\" name=\"email\" id=\"cta-block-form-email-485102805\" type=\"email\" \/>\n            \n    <span class=\"c-form-field__error js-error\">\n                                      Invalid email format\n        \n\n                <\/span>\n  <\/div>\n\n        <div class=\"c-input-button-form__button\">\n          \n\n\n\n\n\n\n\n\n<button class=\"cta-block__button c-button js-button c-button--color-main c-button--size-small u-focus-visible-outline\">\n                Start free trial\n        \n\n<\/button>        <\/div>\n\n            <\/form>\n  <\/div>\n<\/aside><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;Your price is too high&#8230; I&#8217;d buy,\u00a0if only you had feature X&#8230; We already use software for this&#8230;&#8221; \u2013 we all hear that sometimes while talking to our prospects. Check out the advice from Steli Efti of\u00a0Close\u00a0on how to handle 3 common sales objections: the\u00a0pricing objection, the feature objection, and the change objection in your conversations with potential customers<\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[3],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.11 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Overcome 3 Common Sales Objections &amp; Close More Deals<\/title>\n<meta name=\"description\" content=\"Steli Efti of Close.io advises on how to handle 3 common sales objections and close more deals.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/woodpecker.co\/blog\/3-sales-objections\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Overcome 3 Common Sales Objections &amp; Close More Deals\" \/>\n<meta property=\"og:description\" content=\"Steli Efti of Close.io advises on how to handle 3 common sales objections and close more deals.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/woodpecker.co\/blog\/3-sales-objections\/\" \/>\n<meta property=\"og:site_name\" content=\"Woodpecker Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/business.facebook.com\/woodpeckerapp\" \/>\n<meta property=\"article:published_time\" content=\"2016-07-21T13:09:29+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-01-21T09:27:03+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/woodpecker.co\/blog\/app\/uploads\/2016\/07\/steli-efti.jpg\" \/>\n<meta name=\"author\" content=\"Margaret Sikora\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@woodpeckerapp\" \/>\n<meta name=\"twitter:site\" content=\"@woodpeckerapp\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/woodpecker.co\/blog\/3-sales-objections\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/woodpecker.co\/blog\/3-sales-objections\/\"},\"author\":{\"name\":\"Margaret Sikora\",\"@id\":\"https:\/\/woodpecker.co\/blog\/#\/schema\/person\/dbd5fae1eeb41a0caf2e2c7bda48059f\"},\"headline\":\"How to Overcome 3 Common Sales Objections &#038; 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