Now that you've mastered the fundamentals, here are 12 of the most common sales objections you're likely to face, as well as how to handle them.
1. “Now’s Not a Good Time.”
Timing is a common issue for a variety of reasons. In fact, there are two objections lurking here: 1) I don't have time to deal with this, and 2) now is not a good time to buy.
In either case, you must conduct additional research to determine how to proceed.
How to Deal With It
If the prospect believes that now is not a good time to buy, consider the following before proceeding:
Check to see if the prospect is qualified (don't waste your time).
Don't oversell because you're desperate.
This article contains some excellent responses to this objection. Try a few different ones until you find a few that work best for you. The ultimate goal is to assist the leader in coming to the realization that now is, in fact, a good time to proceed.
If the prospect is too preoccupied, see #5 below.
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