{"id":8181,"date":"2020-12-03T15:56:25","date_gmt":"2020-12-03T12:56:25","guid":{"rendered":"https:\/\/snov.io\/blog\/?p=8181"},"modified":"2025-11-06T14:09:06","modified_gmt":"2025-11-06T11:09:06","slug":"how-to-handle-sales-objections-backfire-effect","status":"publish","type":"post","link":"https:\/\/snov.io\/blog\/how-to-handle-sales-objections-backfire-effect\/","title":{"rendered":"How To Handle Sales Objections And Avoid The Backfire Effect"},"content":{"rendered":"<p><i><span style=\"font-weight: 400;\">\u201cI had a bad experience with this product.\u201d\u00a0<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">\u201cIt\u2019s too expensive for us.\u201d\u00a0<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">\u201cNow\u2019s not a good time.\u201d<\/span><\/i><\/p>\n<p><span style=\"font-weight: 400;\">We can imagine your frustration. You\u2019ve spent weeks or even months converting a prospective client. They were ready and willing. And then they suddenly object to your sales offer. It might feel like someone just ripped the carpet from under you.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You may even think: <\/span><b>What is wrong with my solution?<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t worry; sales objections are perfectly normal. <\/span><span style=\"font-weight: 400;\">And while their \u2018no\u2019s\u2019 might be unavoidable, you know your product or service\u2019s value. And you will deal with their resistance and get closer to crossing the sales conversion finish line.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">We\u2019ll show you how! Let\u2019s discuss the most common sales objections you may get from your prospects and ways to handle them.\u00a0<\/span><\/p>\n<div class=\"table-of-contents\">\n<p class=\"table-of-contents__title\">Outline:<\/p>\n<ul>\n<li><a href=\"#what\">What are sales objections and objection handling?<\/a><\/li>\n<li><a href=\"#how\">How to overcome objections in sales<\/a><\/li>\n<li><a href=\"#common\">Common sales objections and responses to them<\/a><\/li>\n<\/ul>\n<\/div>\n<h2 id=\"what\"><span style=\"font-weight: 400;\">What are sales objections and objection handling?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Of course, we\u2019ll start with a little bit of theory.<\/span><\/p>\n<p><b>A sales objection<\/b><span style=\"font-weight: 400;\"> is a rebuttal from your prospect concerning your product or service, which states why they won\u2019t buy it.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you are just opening the doors of a sales process and trying to draw the line between sales objections and rebuttals, keep in mind that they are synonymous terms used interchangeably.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, there is a difference between sales objections and brush-offs. Sales objections are rebuttals, something like, <\/span><i><span style=\"font-weight: 400;\">\u201cWe don\u2019t need your product because we are happy with another vendor.\u201d<\/span><\/i><span style=\"font-weight: 400;\"> Brush-offs are dismissals, such as <\/span><i><span style=\"font-weight: 400;\">&#8220;I don&#8217;t want to talk to you, goodbye.&#8221;<\/span><\/i><span style=\"font-weight: 400;\"> Unlike brush-offs, you should take sales objections seriously and learn how to handle them.<\/span><\/p>\n<p><b>Handling objections<\/b><span style=\"font-weight: 400;\"> in sales means responding to a prospect\u2019s concerns in a way that mitigates their resistance to buy and moves the deal forward.<\/span><\/p>\n<h2 id=\"how\"><span style=\"font-weight: 400;\">How to overcome objections in sales<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">We are almost here. Before we jump into the world of sales objections and possible solutions, here are some general tips on what you can do to withstand the prospect\u2019s resistance:<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">1. Engage in conversation<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">About <\/span><span style=\"font-weight: 400;\">86% of prospects<\/span><span style=\"font-weight: 400;\"> want to be able to ask in-person questions before buying. Let them ask. Give your leads time and space to speak out.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One day, you\u2019ll be able to foresee what may prevent them from purchasing your product. Listen to or read their concerns with a genuine interest and be ready to stretch out your helping hand.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">2. Don\u2019t be afraid to clarify<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Keep in mind that <\/span><a href=\"https:\/\/snov.io\/glossary\/sales-cycle\/\"><span style=\"font-weight: 400;\">sales calls<\/span><\/a><span style=\"font-weight: 400;\"> and emails are the best friends of misinterpretation. Prospects may tell you one thing, you\u2019ll understand it differently, and vice versa. That\u2019s why be ready to clarify your lead\u2019s message by rephrasing their concerns. If there is anything you haven\u2019t fully understood, let them correct you. Remember: the dialogue rules!<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">3. Be serious about sales objections<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">If your prospects feel any signs of disinterest from your side, they\u2019ll suspect you of pitching harshly. Believe me, as soon as they do, they\u2019ll turn their back on you.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">4. Confirm you are doing it right<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Show your leads that overcoming objections is one of your top skills. Make sure they appreciate how you are dealing with their rebuttals before moving them forward in the <\/span><a href=\"https:\/\/snov.io\/blog\/\"><span style=\"font-weight: 400;\">sales cycle<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">5. Avoid a backfire effect<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">One of the biggest sales mistakes is a backfire effect \u2014 defending your offer by all means as soon as you face an objection. Eventually, the prospect becomes defensive and completely reluctant to your solution.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To overcome a sales objection, try to stay supportive. Be empathetic and smart enough to agree with a lead\u2019s prior decision before you smoothly shift them to the new reality, which demands a new decision \u2014 in favor of your solution.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8182\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image14.png\" alt=\"overcoming sales objections\" width=\"746\" height=\"424\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image14.png 1999w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image14-300x170.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image14-1024x582.png 1024w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image14-768x436.png 768w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image14-1536x873.png 1536w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<h2 id=\"common\"><span style=\"font-weight: 400;\">Common sales objections and responses to them<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">No matter what you are selling, someone will always be dissatisfied with your product\u2019s features. Someone won\u2019t like the <\/span><span style=\"font-weight: 400;\">price<\/span><span style=\"font-weight: 400;\">. And someone won\u2019t be ready to buy at all. But if you know how to deal with the most common objections in sales, you can be invincible.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">We\u2019ve divided them into 6 groups depending on the factors that prevent prospects from considering your offer:<\/span><\/p>\n<ol>\n<li><a href=\"#price\">Sales objections about price and budget<\/a><\/li>\n<li><a href=\"#trust\">Sales objections about trust<\/a><\/li>\n<li><a href=\"#need\">Sales objections about need\/interest<\/a><\/li>\n<li><a href=\"#competition\">Sales objections about competition<\/a><\/li>\n<li><a href=\"#decision-making\">Sales objections about decision-making power<\/a><\/li>\n<li style=\"font-weight: 400;\"><a href=\"#no_response\">No response at all<\/a><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">Let\u2019s dive in!<\/span><\/p>\n<h3 id=\"price\"><span style=\"font-weight: 400;\">Sales objections about price and budget<\/span><\/h3>\n<h4 id=\"objection_1\"><span style=\"font-weight: 400;\">1. &#8220;Your product\/service is too expensive.&#8221;<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8183\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image7.png\" alt=\"Sales objection about price\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image7.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image7-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image7-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s the most common objection, but it\u2019s still challenging for <\/span><span style=\"font-weight: 400;\">35% of salespeople<\/span><span style=\"font-weight: 400;\">. Many sales reps make the same mistake \u2014 they try defending the price, which has a backfire effect. Never do this. The moment you start concentrating on the price, you lose your sales authority.\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Stay away from stuff like this:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><i><span style=\"font-weight: 400;\">\u201cI don\u2019t think it&#8217;s so expensive.\u201d<\/span><\/i><\/li>\n<\/ul>\n<ul>\n<li style=\"font-weight: 400;\"><i><span style=\"font-weight: 400;\">\u201cBut we are cheaper than [Competitors].\u201d<\/span><\/i><\/li>\n<\/ul>\n<ul>\n<li style=\"font-weight: 400;\"><i><span style=\"font-weight: 400;\">\u201cIt isn\u2019t that much.\u201d<\/span><\/i><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Instead, put yourself in your prospect\u2019s shoes. Imagine you want a solution to your pain points but don\u2019t want to spend a significant sum of money on it. No one wants to do it unless they are sure that they wouldn\u2019t have to worry about their problems again.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Focus on the benefits the prospect will get from your offer. For example:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-color: #a19797; background-color: #f7f7f7; border-style: solid;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">I understand your position. Just let me do some counting for you.\u00a0<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">This solution will help you run your lead generation process automatically. You\u2019ll be able to look for your potential leads on LinkedIn. This source will bring you a bigger quality customer base than social media ads, on which you are spending lots of money at the moment.\u00a0<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">As a result, you\u2019ll spare a considerable amount of funds and time for your team to focus on other important tasks.<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4 id=\"objection_2\"><span style=\"font-weight: 400;\">2. \u201cI don\u2019t see the potential for ROI.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8189\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image9.png\" alt=\"Sales objection about price\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image9.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image9-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image9-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">If your clients don\u2019t see it, then why not show it?\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection<\/b><span style=\"font-weight: 400;\">: Learn more about your lead\u2019s business to show you are well aware of what\u2019s going on with their company. Service it with numbers and come up with the response like this:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-color: #a19797; background-color: #f7f7f7; border-style: solid;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">As far as I know, your company has earned about [How much] last year. What if I say this solution will help you increase your conversion rate by [%], which will lead to higher ROI than a year ago.\u00a0<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">If you could share what high ROI means to your business this year, I would prepare calculations on how much you may expect to earn if you implement this tool.<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4 id=\"objection_3\"><span style=\"font-weight: 400;\">3. \u201cWe don\u2019t have a budget.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8191\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image12.png\" alt=\"Sales objection about budget\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image12.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image12-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image12-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Such common sales objections are a real pain in the neck. They come in all forms and shapes:<\/span><\/p>\n<p><b>3.1 \u201cWe have no budget at all.\u201d<\/b><\/p>\n<p><span style=\"font-weight: 400;\">If you target small businesses, they might not have enough resources to afford your product right now.\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Evaluate a company\u2019s growth level and find out how you can help your prospect get to the point where your solution will be a good fit for them. That\u2019s how your response to the potential customer may look like:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-color: #a19797; background-color: #f7f7f7; border-style: solid;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\"><span style=\"font-weight: 400;\">\u00a0<\/span><\/p>\n<p><i><span style=\"font-weight: 400;\">Thank you for sharing that with me. I don\u2019t mean to put pressure on you at all. Just let me show how our product can be of value for meeting your goals. You might want to take it into account before your new budget is approved.<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><b>3.2 \u201cWe have no budget left for the current year.\u201d<\/b><\/p>\n<p><span style=\"font-weight: 400;\">It seems like your prospective clients experience troubles that need a quick solution. Any postponing may cost them even more pain.<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> You can help your prospect secure the necessary <\/span><a href=\"https:\/\/snov.io\/blog\/\"><span style=\"font-weight: 400;\">budget<\/span><\/a><span style=\"font-weight: 400;\"> from their executive sponsors. Or you can suggest getting back to the conversation when their funds return:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-color: #a19797; background-color: #f7f7f7; border-style: solid;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">Thank you for sharing this information with me. Our goal is to initiate the dialogue between our companies, so I suggest planning our conversation as soon as you reach a point when there is a budget available. What if I contact you [Date\/period] and we discuss the offer in detail?<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><b>3.3 \u201cWe need to allocate money for something else.\u201d<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Good news: such sales rebuttals don\u2019t mean the company isn\u2019t going to buy your product at all. Your prospect just doesn\u2019t consider your offer a priority.\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> You have a green light to provide specific cases of how your lead\u2019s competitors benefited from using your solution. And if you show your prospect how much money they will save with your product, you\u2019ll strike a double blow to their indecision to give your solution a try. Bless the numbers!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s how your response may look like:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-color: #a19797; background-color: #f7f7f7; border-style: solid;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">I understand. In fact, we have recently worked with two other companies just like you. They had had other priorities before we offered them a free trial. After having used our lead generation tool for two months, they were able to save about [How much] on new prospects acquisition and eventually invested this money into promotional campaigns.<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h3 id=\"trust\"><span style=\"font-weight: 400;\">Sales objections about trust<\/span><\/h3>\n<h4 id=\"objection_4\"><span style=\"font-weight: 400;\">4. &#8220;I&#8217;ve never heard of your company.&#8221;\u00a0<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8194\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image5.png\" alt=\"Sales objection about trust\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image5.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image5-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image5-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">People appreciate cooperating with businesses they know. And yes, this is a challenge for sales reps to win a prospect\u2019s heart at once.<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Don\u2019t get upset if you feel resistance from your lead in the beginning. This is not the time to pitch; this is the time to get acquainted and provide a brief overview of your <\/span><span style=\"font-weight: 400;\">value proposition<\/span><span style=\"font-weight: 400;\">. For example:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">We&#8217;re a company that offers special tools to improve the visual design of your ads. I want to speak with you about your current design team&#8217;s performance and see if we can help you streamline the design process.<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4 id=\"objection_5\"><span style=\"font-weight: 400;\">5. \u201cWe had an unpleasant experience with a similar product.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8195\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image2.png\" alt=\"Sales objection about trust\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image2.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image2-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image2-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Bad experience usually has long-lasting consequences. Buyers don\u2019t want to fall into the same trap. You might be 100% sure your product is better than the one that caused so many troubles to your prospect before. But if you rush with your <\/span><a href=\"https:\/\/snov.io\/glossary\/sales-pitch\/\"><span style=\"font-weight: 400;\">sales pitch<\/span><\/a><span style=\"font-weight: 400;\">, they most likely wouldn&#8217;t want to hear about you anymore.\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Sympathize. Let your prospect feel your support and understanding of their situation. This will help you build the trust and rapport needed to go on selling.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Ask them what they think went wrong with the previous solution. Remember all details and phrases they use. Only after that you can start speaking about your product. Using their words, underline how their experience with your offer will differ from the one they would like to forget:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">It\u2019s so sad to hear you had a negative experience with the previous purchase. There might be something that didn\u2019t meet your expectations, right? May I ask you what, in your opinion, went wrong?<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4 id=\"objection_6\"><span style=\"font-weight: 400;\">6. \u201cI\u2019ve read some negative reviews about you.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8196\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image13.png\" alt=\"Sales objection about trust\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image13.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image13-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image13-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">\u201cAny feedback is better than no feedback,\u201d they say. Well, not always. Negative feedback can spoil your image, and it makes it difficult to bounce back from it.\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Don\u2019t try to defend yourself. No backfire effect, remember? First, ask a prospect to share the source where they found a bad review. Depending on how credible and strong it is, you\u2019ll think about what steps to take to pull the prospect over.<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">Thanks for sharing that with me. Would you be so kind as to provide the link to the source where you found this unpleasant review of our product?<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><span style=\"font-weight: 400;\">Now let\u2019s suppose you get an email response with the link to the negative feedback. If you see that the complaints are not true, overcome this objection carefully. Support your response with your experience and promise to look into it.<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">We\u2019ve been on the market for nine years and, based on hundreds of successful interactions with our customers, I can say that I&#8217;ve never seen that problem arise. Even more, we always strive to make sure it doesn&#8217;t happen.\u00a0<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">Thank you for providing us with the link to the platform where you found this negative feedback. We\u2019ll analyze how it could come up.<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h3 id=\"need\"><span style=\"font-weight: 400;\">Sales objections about need\/interest<\/span><\/h3>\n<h4 id=\"objection_7\"><span style=\"font-weight: 400;\">7. \u201cYou don\u2019t understand our business and needs.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8197\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image4.png\" alt=\"Sales objection about needs\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image4.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image4-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image4-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">It happens that salespeople are aimed at a particular industry but don\u2019t know everything about a specific company they are selling to. I know some of you might say, \u201cBut a sales rep should be well-prepared.\u201d Yes, they should, but the truth is that you can\u2019t be perfect even if you have done impeccable <\/span><span style=\"font-weight: 400;\">research on your prospect<\/span><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Do some storytelling. Let the prospect know you have experience cooperating with similar brands. And don\u2019t forget to mention how you succeeded in solving their problems.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Even if a potential client noticed you were not accurate about their company, don&#8217;t be afraid to admit it. Here\u2019s an example of your possible response:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">Thank you for correcting me on the wrong assumptions about your company and industry. Could you please tell me a little more about your business and product?<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4 id=\"objection_8\"><span style=\"font-weight: 400;\">8. \u201cNot all features we need are included.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8198\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image8.png\" alt=\"Sales objection about needs\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image8.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image8-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image8-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">Feature demands are a usual thing for <\/span><a href=\"https:\/\/snov.io\/glossary\/b2b\/\"><span style=\"font-weight: 400;\">B2B<\/span><\/a><span style=\"font-weight: 400;\"> SaaS selling. The company you consider a potential customer might not believe your product can somehow fill the gap between what they need and what you offer. Let me tell you a secret: what they intuitively want is that you customize your service up to their needs.<\/span><\/p>\n<p><b>How to handle a sale objection: <\/b><span style=\"font-weight: 400;\">Don\u2019t panic and never give any promises. If you say you will add this feature to your product or service, your prospect will most likely doubt you are a serious guy in the world of sales. Why? Because they know you have lots of customers to hunt for. Can it be that you will try to adjust your product to all of them?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Instead, ask <\/span><a href=\"https:\/\/snov.io\/glossary\/critical-questions\/\"><span style=\"font-weight: 400;\">critical questions<\/span><\/a><span style=\"font-weight: 400;\"> to understand the real need behind this feature, which your product can meet. Shift the focus to your product\u2019s value. Your question may sound like:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">Could you please share with me what problem this feature would solve for you?<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><span style=\"font-weight: 400;\">This way, you\u2019ll demonstrate your interest in the company\u2019s growth and success. And that\u2019s the best way to build trust.<\/span><\/p>\n<h4 id=\"objection_9\"><span style=\"font-weight: 400;\">9. \u201cIt\u2019s not a priority for our company right now.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8199\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image10.png\" alt=\"Sales objection about needs\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image10.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image10-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image10-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">This rebuttal is difficult to respond to unless you understand what may be hidden there.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">What if your potential clients are concealing the real reason behind this objection?\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> First, try to determine if the timing is indeed an issue. Ask them to reveal why your offer is not important at the moment or what they consider their current priorities.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Pay close attention to their answers. If you see they are trying to justify their inaction on any problem they currently experience, come up with a value proposition. If the response is indeed about bad timing, schedule an appointment at a later date. For example:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">I see that it&#8217;s not the right moment for you to consider my offer. It would be a good idea to arrange a follow-up call to show you what we are doing and how our solution may help. When is a good time for us to have a conversation?<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h3 id=\"competition\"><span style=\"font-weight: 400;\">Sales objections about competition<\/span><\/h3>\n<h4 id=\"objection_10\"><span style=\"font-weight: 400;\">10. &#8220;We&#8217;re already working with [Competitor].&#8221;<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8203\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/An-Essetial-List-of.png\" alt=\"Sales objection about competition\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/An-Essetial-List-of.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/An-Essetial-List-of-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/An-Essetial-List-of-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">It hurts when a person chooses someone but not you. Yet, not so much in sales. If a prospect is working with your competitor, you already have a picture of their needs and the solution they\u2019ve chosen. The only thing you need to do at this point is to contact them about your product. Remember that cooperation with your competitor doesn\u2019t mean happy cooperation. So act!<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Ask them why they have decided to choose the service they are currently using. What do they like about it? Are there any cons? That\u2019s when you should keep your ears open. Their complaints will tell you what problems your product can solve.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Don\u2019t vilify your competitor. Instead, offer your prospect successful <\/span><a href=\"https:\/\/snov.io\/testimonials\/\"><span style=\"font-weight: 400;\">use cases<\/span><\/a><span style=\"font-weight: 400;\"> of those customers who work both with you and with your competitor. Let them compare. Here\u2019s an example of a possible response:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">I am glad you have started using marketing automation tools for your business. I am not going to insist on you changing what works for you now. A lot of customers used to and still cooperate with [Competitor].\u00a0<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">I\u2019d still like to have an opportunity to show you how our tools differ and how we could provide additional value to our clients. We can present several use cases of other companies like yours that rely on our tools and the [Competitor&#8217;s] service. When is a good time to arrange the call?<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4 id=\"objection_11\"><span style=\"font-weight: 400;\">11. \u201c We are under a contract with another vendor.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8201\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image3.png\" alt=\"Sales objection about competition\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image3.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image3-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image3-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">That\u2019s a bit more complicated, yet not a gone case. If a prospect shares such information, it usually means they somehow feel trapped.\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Why not try rescuing them? Let me guess your next question:\u00a0 \u201cBut if I do that, it will mean a prospect should break the existing contract. It sounds rather painful. Will they still be eager to switch?\u201d Well, not really, provided you do nothing about it.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You should offer a potential client a discount or any other perks (e.g., an additional month <\/span><a href=\"https:\/\/snov.io\/hubspot-alternative\"><span style=\"font-weight: 400;\">for free<\/span><\/a><span style=\"font-weight: 400;\">) and show them an ROI of the switch to your solution. That will help them recover from breaking a contract. For example:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">I understand that you can\u2019t switch to another vendor having a contract with a current company. It\u2019s clear you will undergo some losses. We are ready to offer you 2 months of freemium upon your decision to try our solution.<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><span style=\"font-weight: 400;\">But remember: before you offer a switch, ask your prospect why they are ready to break the contract. This will tell you more about what kind of customer you\u2019ll gain.<\/span><\/p>\n<h3 id=\"decision-making\"><span style=\"font-weight: 400;\">Sales objections about decision-making power<\/span><\/h3>\n<h4 id=\"objection_12\"><span style=\"font-weight: 400;\">12. \u201cI need to discuss it with my boss.\u201d<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8204\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/An-Essetial-List-of-1.png\" alt=\"Sales objection about decision-making power\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/An-Essetial-List-of-1.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/An-Essetial-List-of-1-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/An-Essetial-List-of-1-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">In a typical company with 100 to 500 employees, an average of <\/span><span style=\"font-weight: 400;\">seven people<\/span><span style=\"font-weight: 400;\"> is involved in most buying decisions. That\u2019s the reason you may reach a person who doesn\u2019t have <\/span><a href=\"https:\/\/snov.io\/glossary\/decision-makers\/\"><span style=\"font-weight: 400;\">decision-making<\/span><\/a><span style=\"font-weight: 400;\"> power.<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> If a prospect isn\u2019t authorized to make a decision, ask them how you can speak to the decision-maker, for example:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">I see. Who would be the right person to get in touch with?<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4 id=\"objection_13\"><span style=\"font-weight: 400;\">13. \u201cI don\u2019t know how to convince my authority.\u2019\u2019<\/span><\/h4>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-8205\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image6.png\" alt=\"Sales objection about decision-making power\" width=\"746\" height=\"406\" srcset=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image6.png 878w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image6-300x163.png 300w, https:\/\/snov.io\/blog\/wp-content\/uploads\/2020\/12\/image6-768x418.png 768w\" sizes=\"(max-width: 746px) 100vw, 746px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">This objection means that your prospect finds it hard to sell your product internally. In other words, they can\u2019t <\/span><a href=\"https:\/\/snov.io\/blog\/how-to-convince-your-boss-to-start-using-sales-automation\/\"><span style=\"font-weight: 400;\">convince decision-makers<\/span><\/a><span style=\"font-weight: 400;\"> that buying your solution will be a win for their company. But YOU can.<\/span><\/p>\n<p><b>How to handle a sale objection:<\/b><span style=\"font-weight: 400;\"> Help the prospect prepare for possible sales rebuttals from decision-makers with answers and solutions to smooth the process. Consider how your response may look like:<\/span><\/p>\n<table style=\"width: 100%; border-collapse: collapse; border-style: solid; border-color: #a19797; background-color: #f7f7f7;\">\n<tbody>\n<tr>\n<td style=\"width: 100%;\">&nbsp;<\/p>\n<p><i><span style=\"font-weight: 400;\">Don\u2019t worry about it. I will help you bring this offer in front of decision-makers. Let me send you the list of possible sales objections and provide answers to them.\u201d<\/span><\/i><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<h4 id=\"objection_14\"><span style=\"font-weight: 400;\">14. \u201cDecision-makers are not convinced.\u201d<\/span><\/h4>\n<p><span style=\"font-weight: 400;\">If you did your best to help the prospect sell your offer internally, but it didn\u2019t work, I am afraid the deal won\u2019t move further.\u00a0<\/span><\/p>\n<p><b>How to handle a sale objection. <\/b><span style=\"font-weight: 400;\">That\u2019s the saddest point of this article. You won\u2019t handle it. But there is a silver lining: you won\u2019t waste your time and resources on this unpromising customer any longer. Exhale and focus on another prospect.\u00a0<\/span><\/p>\n<h3 id=\"no_response\"><span style=\"font-weight: 400;\">There\u2019s no response at all<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">\u201cBut if there is no response, this is not an objection\u201d, you may think. Well, this IS, as it still means a prospect isn\u2019t interested in your product or service. But don\u2019t give up. There is a way out.<\/span><\/p>\n<p><b>How to handle a sale objection<\/b><span style=\"font-weight: 400;\">: Send your prospect a follow-up message. A single follow-up may increase the total average reply rate to <\/span><span style=\"font-weight: 400;\">8.5%<\/span><span style=\"font-weight: 400;\">. Worth the effort.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And that\u2019s the best time to rely on Snov.io. With our <span data-sheets-root=\"1\"><a href=\"https:\/\/snov.io\/email-finder\">email search<\/a> tool,<\/span> you can collect email addresses with the 98% accuracy, and with our <a href=\"https:\/\/snov.io\/cold-email\"><span data-sheets-root=\"1\">cold email software<\/span><\/a><\/span><span style=\"font-weight: 400;\">, you\u2019ll be able to create and automate follow-up messages and save a good deal of time to focus on other objections that will need your response at that moment. <\/span><\/p>\n<div class=\"content-banner default\">\n<p class=\"content-banner__title\">Your all-in-one sales automation platform<\/p>\n<p class=\"content-banner__description\">Collect targeted leads, send multichannel campaigns, and watch your business grow<\/p>\n<div class=\"content-banner__link\"><a href=\"https:\/\/app.snov.io\/register?lang=en&amp;signup_source=blog&amp;signup_page=snov.io%2Fblog%2Fhow-to-handle-sales-objections-backfire-effect&amp;cta_type=banner\">Try today<\/a><\/div>\n<div class=\"content-banner__img\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/snov.io\/blog\/wp-content\/uploads\/2024\/10\/all-in-one-1.png\" alt=\"Your all-in-one sales automation platform\" width=\"224\" height=\"224\" \/><\/div>\n<\/div>\n<h2><span style=\"font-weight: 400;\">Wrapping up<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">If you are a sales rep who\u2019s tired of countless sales objections, don\u2019t hope they will disappear one day. They are part of your selling routine. It doesn\u2019t mean, however, that you should obey and go on pitching the way you did before.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Now you know that overcoming objections is another art to master. The more you overcome sales rebuttals, the more experienced and thus prepared you\u2019ll become to meet ear-to-ear with more difficult prospects.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So when it comes to using objection handling tactics, don\u2019t wait. Start today!<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Getting too many refusals? We\u2019ll teach you how to handle sales objections like a pro.<\/p>\n","protected":false},"author":30,"featured_media":42689,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[470],"tags":[15,19,44,437],"_links":{"self":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/8181"}],"collection":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/users\/30"}],"replies":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/comments?post=8181"}],"version-history":[{"count":2,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/8181\/revisions"}],"predecessor-version":[{"id":42699,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/posts\/8181\/revisions\/42699"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/media\/42689"}],"wp:attachment":[{"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/media?parent=8181"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/categories?post=8181"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/snov.io\/blog\/wp-json\/wp\/v2\/tags?post=8181"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}