What Is The Difference Between Objections And Excuses In The Sales Process?

What are the steps of the sales process?

Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up..

Why are objections important to the sales process?

Consider an objection an opportunity for a deeper, more valuable sales conversation. After all, buyers are really asking a question and in need of clarification. … Objections are your chance to align with the buyer, collaborate and move forward together.

What is the four step method for handling objections?

The four-step method for handling objections is as follows: listen carefully. acknowledge the objection. restate the objection; and.

What are the five buying decisions on which common objections are based?

List the five buying decisions on which common objections are based. Need, product, source, price, and time.

How do you avoid sales objections?

Here are some helpful strategies for overcoming objections.Practice active listening. … Repeat back what you hear. … Validate your prospect’s concerns. … Ask follow-up questions. … Leverage social proof. … Set a specific date and time to follow-up. … Anticipate sales objections.

What are three types of objections?

What They Mean To You, Your Case, and What May HappenHearsay. A common, if not the most common trial objection to a trial testimony objection is hearsay. … Leading. A close second objection is to leading questions. … Relevancy. The last of the three (3) of the most common objections is relevancy.

What is the best handle of sales resistance?

15 STRATEGIES FOR DEALING WITH RESISTANCEDo something! … Change your tactics. … Back up and clarify. … Bypass the objection. … Convince your customer that they are improving their current arrangements. … Rely on your sales instinct. … Pre-empt their objection. … Acknowledge that they can get a product or service cheaper elsewhere.More items…•

What is the difference between an excuse and an objection?

“If we can figure out a way through this objection, does the rest of it sound good to you?” An objection is an invitation, a request for help in solving a problem. Excuses, on the other hand, are merely fear out loud.

What are the 4 types of objections?

Objections can be generally classified into four types:Price/Risk. Price, cost, budget, or ROI concerns all fall into this category. … Quality of Service. … Trust/Relationship. … Stall.

Why do customers raise objections?

Customers typically present sales objections for three main reasons. They may be skeptical of the product or service. Secondly it is also possible for customers and sales person to have misunderstandings and miscommunication. And finally customers may just be stalling.

What are the five different types of objections?

Customer objections fit nicely into five categories: price, cost, value, games and process. Price objections are short-term objections, as the buyer may not have the budget or money to afford your alternative.

Why do customers say no?

1 No Trust The most important and common reason is that potential customers don’t trust you as they have not yet built a relationship with you. This one is hard to determine as very rarely will any customer say they don’t trust you or they don’t like you. The most important reason is that – they may not like you!

What are the most common sales objections?

5 Common Sales Objections and How to Handle ThemObjection 1: “We’re Good. We already have someone and they’re doing a good job.” … OBJECTION 2: “Your price is too high.” Price is never the issue. … OBJECTION 3: “You’re all the same. What makes you different?” … OBJECTION 4: “Just send me info and I’ll get back to you.” … OBJECTION 5: “This isn’t a priority right now.”

What is an objection in the sales process?

A sales objection is an explicit expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you. … When a buyer indicates that he is not ready to buy, don’t get discouraged. Use the following 4 steps to overcome sales objections and move closer to the sale.

How do you respond to objections?

How to Overcome an ObjectionListen. Don’t just let your prospect spell out their objections – actually listen. … Understand. People are complex. … Respond. Whether or not they seem like a serious issue to you, acknowledge that your prospect’s concerns are valid. … Confirm.