FREE OBJECTION HANDLING TEMPLATE

The six most common sales objections are:

1. Price — “It’s too expensive,” or “I can get a cheaper version somewhere else.”
2. Competitor/Relationship — “I don’t like being locked into a contract,” or “I’ve been burned before”
3. Time/Resources — “I don’t have time right now,” or “We don’t have resources to implement the changes.”
4. Timing — “Call me back next quarter.”
5. Product/Value — “XYZ feature is a deal breaker” or “We need XYZ services that aren’t included.”
6. Dragging their feet —  “I don't see the potential for future value” or “I don't see what your service could do for me.”

To successfully handle sales objections follow these four steps: question and encourage, check for understanding, address concerns, and confirm the process.

Here’s what that can look like:

1. Question and encourage — Ask open-ended questions and encourage the prospect to tell you more about their objection.
2. Check for understanding — Confirm that you’re accurately understanding the objection. Often, you’ll take a statement at face value and misunderstand the intention (or emotion) behind it.
3. Address concerns — Agree with the objection and reposition it as a benefit.
4. Confirm the process — Confirm what you’ve discussed and the process you’ve gone through together noting each of the previous steps along the way.

As a business owner, you wear all the hats. You’re the:

• Marketing department
• Accountant
• Operations manager
• Sales team

While this balancing act is hard enough, it’s a little harder if you don’t have any sales experience or training.

Whether it’s price, timing, or a competitor — this objection handling template and cheat sheet will help you to turn their objection into your benefit