Increase Sales By Overcoming These 5 Sales Objections

November 5th, 2010 |

Within the buying/selling process, sometimes there are sales objections or reasons why the potential buyer still prefers the “status quo” over the new “status quo” provided by your sales solution. Last week when attending a conference at Resource Associates Corporation, I was reminded of something my father had shared with me literally decades ago.

Dad said that all sales objections could be categorized into one of these five buckets:

You
Your company
Your products or services
Your price
Your delivery

This list is intentionally ranked from most important to least important and reaffirms what I have identified as the 3 Buying Axioms.

People buy from people they know and trust.
People buy first on emotion and then justify their decision with logic.
People buy on value that is unique to them.

So take a few minutes and begin to list all the objections you have ever heard. If you find another bucket or category, please let me know. If not, then how will you overcome these objections?

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