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Sales Training: 30 Responses to Handle 30 Sales Objections

Sales Training: 30 responses to 30 objections. Gain the sales skills to handle objections and create your own responses
Sales skills for B2C and B2B sales professionals, that will allow you to handle objections more effectively, close more sales, and increase your revenue.
Get familiar with the Top 30 Sales Objections, examining each one in detail and be equipped to convert any sort of prospect into a beneficial customer.
The ability to distinguish between a sales complaint and a sales objection and judge wisely.
How to recognize the potential in cold calls and make them a useful tool for generating genuine sales leads.
More efficient ways of handling objections than arguing with or ignoring your prospect that look extremely tough, annoying, or uninterested.
How to be a master in handling objections and turn your prospecting rounds into a fruitful and enjoyable experience rather than a burden or a nut tough to crack.
Effective sales skills that can help generate leads, even for your fresh startup with no track record.

Sales skills training has endowed you with many strategies, tactics and enough energy to go about on your prospecting rounds. But have you ever felt that there was still something missing that your course didn’t teach you? Have you ever fumbled for words when your prospective customer told you, “Your competitor gives us more features,” or felt let down and thought that it was the end with that customer when they said, “We don’t have any budget left.”? Then this course is especially for you.

A golden response to every ‘No’

This is an objection handling course; i.e., it will teach you how to overcome objections of your prospective customers. Objections may be annoying to you as a salesperson. However, the truth is that they are opportunities. This course teaches you the valuable sales skills of how to give a golden response to every ‘No!’ of your prospective customers so that they turn the customer in your favor and adds to your sales lead. There are numerous courses out there that teach you how to deal with the customer, but this Handling objections course teaches you how to go about even when you are denied an opportunity to deal with the customer, in the first place.

Sales objections vs. sales complaints

At this point, if you’re thinking, ‘Oh, I know all that!’ pause a moment. Maybe you have ‘Sales complaints’ on your mind? The course starts by addressing the Difference between Sales Complaints and Sales Objections. Because many out there think both are the same concepts. And many do not have an idea there are two such things which are totally different from each other and hence, have totally, totally different implications and impacts on your valuable prospecting time.

The psychology of the customer’s mind

It teaches you that “No does not necessarily mean ‘no’.” The quoted text is from Napoleon Hill. Many a time we all have wanted to know what the other person means when they say ‘No.’ It could even be an emphatic ‘Yes’ on a masquerading round, but then how do you know for sure? This objection handling course delves deep into the psychology or the thoughts of the customers. It explains outright what it really means when the customers say what they say. Then your sales journey becomes a path strewn with flowers.

Top 30 instances of Sales objections

The core part of the course is the 30 instances of Sales objections themselves detailed usefully at an application level so that it readily comes in handy for you in your business development endeavors. It tells you what happens when you lack the necessary sales skills to analyze the customer’s words and body language. You argue, you ignore. But how many times are you going to do it? Such an attitude, for sure, will fail you as a sales professional.

First, see it as a customer sees it

Sometimes, the customer is wrong, but they are not aware of it. And if you are going to tell them they are wrong, they may not like it and get more adamant with their stand. So, the best thing is to act on your part in such a way that they make a rethinking and arrive at the same conclusion that you wanted to convince them of in the first place. You cannot help your prospective customer without understanding their concerns. If you are looking for any business development at all, you have to think from their point of view first. This course teaches you the appropriate sales skills of how to do it!

The hidden treasure in the customer’s words

When you understand the secret hidden behind every word the customer utters, it will unlock a little window into their minds and thoughts. This mapping of words and thoughts have been done by me suitable for virtually any instance of Sales objection, so you don’t have to go through that strenuous process. Just be open to the course and imbibe all those valuable qualities that can help you in converting a sales objection into an excellent sales lead and become a master of remarkable Sales closing techniques.

‘What’ vs. ‘how’

This course doesn’t claim it would 10X your sales overnight, but will surely teach you some special sales skills that most courses don’t bother to. Of course, they all talk to you about it, without telling you how to actually deal with it. They tell you ‘What’ it is. And also ‘What is required’ of you in terms of handling it, or in other words, ‘What must be the outcome’. All of which is great and necessary, but they seldom talk to you about the ‘How’ of it – ‘How’ to handle it, and ‘How’ to bring about the outcome that is expected of you, whether it is end-customer sales or B2B sales.

The sales skills for winning every time

Then There are born salespersons and those who have acquired the skill through painstaking learning and stay in the game through continuous dedication in upgrading the knowledge they have earned. However, both have had to face instances of ‘No’ for an immediate response from their prospective customers, irrespective of it being a phone sales attempt or one in person. Some have failed there. Some have been successful in deciphering the customer’s words. This Handling objections course helps those failed candidates to see what they had been blind to. And for the remaining, it can help polish and hone the skills of hitting the target every time they throw the dart.

Prerequisites

  • A heart that dreams big, and a mind that is ready for accepting the knowledge that can take you a step further on the ladder of progress.

  • An understanding that learning is a continuous process and updating yourself with an objection handling course can help boost your sales skills.

  • And finally, a basic knowledge of the fundamental concepts of sales as a professional as this Handling objections course will not teach the basic sales theory or practice.

What you will gain from the course

  • Ability to distinguish between a Sales complaint and a Sales objection.

  • The sales skills for converting a negative response of prospective customer into a sales lead with potential with the help of Top 30 examples of sales objections.

  • The possibility of looking at cold calls as not a useless waste of time, but a treasure of opportunities for multiple lead generations.

Why you should enroll for this course

  • Because this course will give you that one missing link, the lack of which could render most of the sales skills you learned useless.

  • Because you will be able to do more B2B sales closing after you learn the real tricks from this course.

  • Because you will be able to convert your cold calling efforts into valuable leads that can make a significant effect on your business development endeavors. Probably you will not have to abandon a prospective customer just because of a lack of knowledge of some simple yet valuable tips, which is exactly what this objection handling course offers you.

Who can benefit from this course

  • Any startup enterprise that understands the dynamic nature of sales in today’s world and wants to boost the sales skills of its employees.

  • Any professional who is in Sales and would like to learn more about B2B lead generation.

  • Anyone who has some experience in end-customer sales and have switched to B2B Sales.

  • Anyone who is seriously into business development, especially business development for startups and tech companies.

  • Any entrepreneur or freelancer professional looking to learn advanced sales skills.

Any aspirant sales professional who is new to the profession and dreams of making it big by learning and practising new sales skills, especially the ways of handling objections.

Sales Skills: Objections Handling Playbook Introduction

1
Must watch before you enroll in this sales skills objection handling course

It tells you that the course is a very focused on dealing with real life examples of sales objections raised by prospective customers, and how you can respond to them and close the sale successfully. It will not be teaching any other aspect of sales.


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Best tips to follow this course
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Sales objections vs sales complaints

This section makes a very important distinction between two concepts related to sales, namely, sales complaints and sales objections. This knowledge is essential for a professional sales person.

Understanding this will help you deal better when those so fear objections come up in conversations with your leads.


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What is the most common objections you get?

Sales Skills: Objections Playbook - 1 To 10

1
I am sorry I only have X minutes

This is the first sales objection listed in the course . What answer can you give when your prospect says they have only 15 minutes for you? What could you possibly say to turn the customer’s thought in your favor? The right answer to the question is what you say when you have the right sales skills. What you say can have a significant bearing on your business development outcomes.


2
It's too much money I

How do you respond to this objection of the customer? Can you make out what the prospect means when they say “It’s too much money”? Do they mean to say that they have funds but they think that your product is costly? Or, are they short of money? Or are they merely pretending? Or are there any other issues? Here, you acquire the sales skills that help you get answers for these.

3
It's too much money II

What can you respond when your prospect tells you that “It is too much money”?. This is a second instance of the previous sales objection. In this, you will learn how the same situation can be handled in a different way. You use here a different aspect of your sales skills. In this section of this objection handling course, you will learn to apply a more customer-oriented approach for handling objections.


4
We don't have any budget left

What should you answer when your prospect says “We don’t have any budget left”. How to overcome objections such as this? For that, we must know the real meaning of this objection. Is there really a shortage of budget? Even if yes, what is the real implication? Is there a shortage of money? In any case, what sales skills can we use for a smooth closing and lead generation? This part will give you the tricks to handle such situations that tries to be a stumbling block in your B2B sales initiatives.


5
We need to use the money for something else

What to answer when your prospect says the objection “we need to use the money for something else”?

This is also a similar objection to the “We Don't Have Any Budget left”. This lesson of this Handling objections course tells you how to respond to them during such a situation and what kind of sales skills will help you bring the prospect in your favor. As a result, the customer will have to abandon their plans for that ‘Something else’ and give priority to buying your product.


6
We have no money

What can you respond to the objection “we have no money”

This is yet another money-related objection. How to deal with it? What to do when the prospect says to you outright that they have no money? If you find the objection a dead-end, then you will have to consider many a business development opportunity as dead-ends too. So, how do you respond in this case? Are you equipped with enough sales skills and closing techniques to handle it? If not, this section will do it for you.


7
We have too much debt

What can you respond to the objection “we have too much debt”

This objection is also a money-related one. They are talking about a very fundamental issue no one can deny. Now, how to tackle it when the customer says that they are in debt? Any idea what prospects your cold calling efforts hold in such a dire situation? One might think all the sales skills one has learned turned out to be of no use in situations like this. However, this section of this objection handling course shows you ways to deal with it.


8
Why should I buy this from you when I can get it cheaper from someone else?

What can you respond when a prospect asks you ”why should I buy from you when I can get it cheaper from someone else?”

Now, that’s a special question from the prospect. It not only shows their reluctance, but also gives a negative remark about you. Now how are you going to tackle it? What are the right sales skills that can help you in handling objections like this? What can you do to convince the customer that you are better? This module will help you with it. It will flip the customer’s view into placing you higher than your competitor.


9
I am locked in an X year contract with another vendor

What can you respond when a prospect tells you that they are locked in a X-years contract?

Yet another sales objection that you need to be ready for.

They are already in a contract. Now how can you make the prospect still prefer you and be attracted to your product? They are not complaining about your product. They have no issues with you, but still can’t consider you. It is similar to when they say they are in debt or that they have no budget. Everything is decided from their part, and they think there is no scope for a discussion. Now, do your sales skills shed any light on the path? No problem, this module can help you with what you have to do.

10
I don't like contracts

What can you respond when a prospect tells you that they don’t like contracts?

This response is one step further. They don’t want contracts at all. What can you do as a B2B sales professional to change the thinking of your prospect? How can you convince the prospect that they can be good with a contract? You need a set of sales skills suitable for the adamant prospect here. This section of the handling objections course will guide you in it and make your business development endeavors a success.


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PRACTICE #1

Sales Skills: Objections Playbook - 11 To 20

1
We are happy with your competitor

Do you wonder what to say when your prospect says that they are happy with your competitor?

It’s indeed a challenge to your business development attempts when a customer says that they are fully satisfied with another product. Everyone knows selling is easy when you are fulfilling the wants of the customer. But when someone else, that too your competitor, has allegedly met that requirement already, what do you do? This could be viewed by some as dead-ends to the B2B sales rounds. But, hold it! There are sales skills perhaps you never thought existed. And that’s what this part of the objection handling course can teach you.


2
We are happy with our current vendor

Have you asked yourself “what should I say when my prospect says that they are happy with their current vendor”? Well if you have this lesson is for you.

This is in some ways similar to the previous case. It is natural that a customer be satisfied with some vendor. But how do we go about our B2B sales then? Is it a dead-end? To be honest, it almost is. But in sales, there are no dead-ends. There are only opportunities. So, how can your sales skills help you in this situation? What can you do for B2B lead generation when a customer is satisfied with another vendor? That’s what this entry of this handling objections course can teach you.


3
Your competitor gives us more features

What can you respond when your customer says the objection “your competitor gives us more features”?

You find yourself in a locked situation when you hear that a prospect gets more features from your competitor. It means that your competitor gives them something which you are incapable to provide. Do they really mean it? If yes, are they making use of all those extra features? So what can you say at this juncture? This portion of the objection handling course helps you see into the real meaning of the prospect’s words and act accordingly. It tells you what sales skills will help you in such situations.


4
I have never heard of your company

What can you respond to the sales objection “I have never heard of your company”?

This is one of those cases that looks like trouble but actually is an excellent opportunity. Only you need to see the prospects it holds for you. If you have the right sales skills at hand, then you will take the plunge immediately and reap the benefits. This entry is about applying the appropriate sales closing techniques when you are a fresh startup that’s not so famous yet. Nobody knows much about you or your brand. The closing techniques taught by this portion of the course is apt for business development for startups and tech companies.


5
Your product/service is too complicated

What to say to a prospect when they tell you that your product or service is too complicated

This is a comment you can come across any time from your prospect. What do they mean by it? Is your product really complicated? Or, is it just that they have not really understood the product properly? Or are they simply lying to discourage you? What can you tell them when the prospect says your product is too complicated? What sales skills can come to your help here? This part of the handling objections course will prepare you with all of it and sheds light on some closing techniques that can bring it all to a happy ending.

6
Your product/service is not a priority right now

What do you say when the prospect asserts that your product is not a priority for them at the moment? You are faced with the problem of an uninterested customer. Is their lack of interest genuine? Is it the right decision on their part? What can you do to flip the situation to your advantage? What kind of sales skills will work out here? This portion tells you how to overcome objections such as this.

7
It's just not important right now

“It’s not important right now,” you can hear it a lot during your cold calling rounds. Why does the prospect say this? Is the product not important for them right ‘now,’ as they say? Or, do they mean it is not important at all? When the prospect says the product is not important to them, what do they really mean? The situation could be a difficult one for you, especially if you are a new startup. First of all, you need some sales skills that will help you analyze and decipher what the customer says. Then your job can be done easily. That’s what is offered in this portion of the handling objections course. Such knowledge can be of great help especially for the business development for startups and tech companies.


8
Your product or service wouldn't work for us

What do you do when your prospect thinks your product is not going to work for them? How would you respond to such a situation? It surely stirs up ill-feeling inside you. Your product is unwanted. So what to do? What to say? What is your strategy? Be prepared for such objections from the prospects in your face. But don’t think you can say nothing to get a friendly smile from such prospects. The appropriate sales skills can not only elicit a friendly smile form the prospect, but also lead to a wonderful sales closing.



9
You seem not to understand my need: I need a solution with X, not A

This looks like a complaint. Maybe the prospect is frustrated. And the reason could be you. When the customer says you don’t understand them, there is really a lot of opportunities open to you. That’s the knowledge that will dawn on you if you are equipped with the appropriate sales skills. This portion will help you a lot, especially if you are a fresh startup.

10
We're doing great in this area

You can hear this often in your B2B sales endeavors. What to reply when your prospect says they are doing fine without you already? The situation is that the prospect is doing good business even without using your product. You cannot win the prospect easily in this case. So, how can you go about it? This module shows you which kind of sales skills will help you reap the benefits.


11
PRACTICE #2

Sales Skills: Objections Playbook - 21 To 30

1
Call me back in 2 months

What can you respond when your lead tells you to call them back some other time?

When the prospect asks you to call back after so long, what could it mean? Are they trying to avoid you? Or something else is the reason? How can you orient your sales skills to suit the situation? Learn all that from this part and convert the objection into an excellent sales lead.



2
I am busy right now to deal with this

What could you possibly do when the customer says that they have no time at all for you? Wha is the right response to this objection?

Whether it is phone sales or direct, you don’t need to worry if you have an excellent response. And this part teaches you exactly that one magical formula. The handling objections course deals with two variants of such a situation. You can easily apply such sales skills to convert such seemingly hopeless situations into those of valuable outcomes.


3
I'm not interested

Do you know what to answer to the objection “I am not interested”?

Such a curt response from your prospect can kill everything! But don’t think that’s the end of your cold calling attempts; instead answer the question, does the prospect really mean it when they say “I’m not interested”? Or are they lying for whatever reason? What to do if they’re lying? And what action to take if they are saying the truth? Know how to see into the situation, learn to make use of the right sales skills, and turn the wheel in your favor.

4
How did you get my information?

How to respond to the infamous question from your cold cold leads “How did you get my information”?

If you are into cold calling, you have had to face this question many times. And how have you answered the question every time? Has it all been a pleasant experience? If not, take a tip or two from this part of the objections list. It will save you unpleasant outcomes and embarrassment. Sales skills, in fact, for the most part is to know how to talk appropriately to your prospect. You will get that idea here, and how to bring about a positive outcome, and can also learn alternatives to plain cold calling.


5
Just send me some information

When the prospect asks you to send them some information, what do they really mean? Are they interested? Or are they trying to avoid you? Whatever be the reason, there are sales skills that can teach you alternatives. This part of the handling objections course teaches you to do something in addition to sending information, or even instead of sending information. Learning it can make you a top-notch performer in B2B sales.

If you want to know how to respond when your leads say “send me some information” this is the lesson where you will find a great response to that objection.


6
I need to talk with my spouse or boss/partner I

What to say when your leads say that they need to talk to their spouse or their partner, their CFO, or to their dog?

This objection, or excuse rather, from your prospect is going to waste a lot of your time, because there is a third person to deal with now. But there are of course ways to cut it all short. Here, you can learn such tactics and sales skills, and make your business development efforts fruitful.



7
I need to talk with my spouse or boss/partner II

Do you have a response ready for the sales objection “I need to talk to my spouse or partner”? If you don’t you will get more ideas in this lesson.

The change will suddenly turn the scenario into an official/professional one and shows you many different options to deal with it. Learn the right sales skills from here and find successful leads for business development. Learn how to not waste time when a third party gets involved, and to eliminate the third party itself if possible.

8
I don’t know, I need to think about it I

What can you say when your lead tells you that they are not ready, that they need to think about it?

This objection is similar to the previous ones. i.e., it takes away your time, and most of the times render your efforts useless. Again, you can gain valuable insights into such situations from this part of the handling objections course, and then use the acquired sales skills to make the most of the situation.



9
I don’t know, I need to think about it II

When the prospect says that they have to think about it, what could you do for a positive outcome? This is the same as previous lesson, presented again with a different approach of responding. In this, an approach of bringing positive output is applied without disrespecting the prospect’s view. It shows that there are apt sales skills for any situation or objection. You may apply the strategies even for a phone sales attempt.



10
I hate you!!!!!

I want you to be ready for any kind of sales objection, no matter what your leads might say, you can be prepared for it. This is why I am including an impossible sales objection: “I hate you!”

When your prospect says ‘I hate you!’ you need to be careful. If you have an appropriate awareness of the appropriate sales skills, then the situation wouldn’t arise in the first place. But, when it arises, anyway, you need to do something. It can happen in both B2C and B2B sales attempts. You don’t need to be Grant Cardone to safe the situation; your prudent behaviour can save you in the situation, and bring about positive outcomes and this section teaches you about it.

11
PRACTICE #3

Objection Handling: Your Time To Implement

1
Quiz: Identify sales complaints vs sales objections

In this lesson, you will do an exercise that will help you with your sales skills by perfecting you to be able to clearly distinguish between sales complaints and sales objections.

2
Overcoming the fear to use this responses to the sales objections

If you are really new to the sales world, there may be a starting trouble for you in implementing them. The confidence level in applying the responses to each objection can also vary from individual to individual depending on various factors including the basic nature of the individual as well the mental makeup. Whatever be the kind of person you are, this section guides you how to overcome the fear in applying all that you have studied in the handling objections course. It makes clear suggestions on how to go about with your newly acquired sales skills.


3
How to master your objection handling sales skills

This lesson of this sales skills objection handling course will guide you in how to become a master in applying the responses you have learned for each objection. The tips are given for you to become an ultra-confident and powerful performer in the sales skills you managed to get hold of. You can be nothing other than a real winner once you know the crux of these closing techniques.


4
How to create your own responses for B2C and B2B sales objections

Now that you are at the end of this sales skills course, it’s time to be on your own your responses. You have overcome the fear of applying the knowledge you acquired and you are also done applying the techniques that made you a master in the art of managing objections.

Now what?

It’s time you become independent and grow farther from just my responses to sales objections. It’s time you look deep into the sales skills you have and applied them to create your own responses to the objection you normally face.

Follow the tips in this lesson of the handling objections course, and when you have understood the real trick, you will know how to be an independent performer and a real winner. Once you’re on the track, there is no limit to go, and you can be anyone you want, even another Grant Cardone!


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BONUS Lecture: Keep improving your skills
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Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don't have an internet connection, some instructors also let their students download course lectures. That's up to the instructor though, so make sure you get on their good side!
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