Today, we’re going to tackle the seven sales objections you may face when selling, so you know how to address them. In this post, we’ll explain the objections, and in the next post we’ll go over how to address them.

Remember, follow our system to learn when and how you face these sales objections so you don’t break rapport with the prospect. You can have the perfect response, but if you use it at the wrong time, it fails completely. This is why we follow a proven system each and every time.

At their root, all objections are based on the same thing: uncertainty. Going over the seven types of objections and learning to recognize them tells us exactly where the uncertainty lives, so we can address it.

However, the objection is never as straightforward as we would like. The prospect is not going to say “This is the area of uncertainty that I have”, they’re going to say “Let me think about it,” or they’ll ask you to send them more information at a later time. You will need to recognize where their uncertainty is coming from so you can properly address it.

The Seven Types of Objections

Here are the seven types of objections you’ll be faced with when selling.

Price Objections

Description: Concerns about the cost of the product or service.

Percentage: Approximately 20-30%.

Example: “It’s too expensive,” or “We don’t have the budget for this.”

Need Objections

Description: Doubts about the necessity of the product or service.

Percentage: Around 15-25%.

Example: “We don’t need this right now,” or “I’m happy with my current solution.”

Urgency Objections

Description: Hesitation about the timing of the purchase.

Percentage: About 10-20%.

Example: “We need more time to decide,” or “It’s not a priority at the moment.”

Trust or Credibility Objections

Description: Concerns about the reliability of the product or the company.

Percentage: Roughly 10-15%.

Example: “I’ve never heard of your company,” or “I’m not sure your product will deliver the results you promise.”

Authority Objections

Description: Issues with the decision-making authority.

Percentage: Around 10-15%.

Example: “I need to consult with my boss,” or “I’m not the decision-maker.”

Fit Objections

Description: Concerns about whether the product or service fits their specific needs.

Percentage: About 10-15%.

Example: “Your solution doesn’t meet our needs,” or “We have unique requirements that your product can’t address.”

Comparison Objections

Description: Comparisons to other competitors or solutions.

Percentage: Approximately 5-10%.

Example: “Your competitor offers a better deal,” or “I’m looking at other options.”

You’ve probably heard sales objections like this during the sales process. In our next post, we’ll share how to best deal with each of them.

When you understand and prepare for common objections, you significantly improve your effectiveness and close rates. It allows for strategic responses that address concerns directly and constructively, paving the way for more successful sales interactions.

Always remember people decide on emotion and justify with logic, so your emotional tonality is critical and your ability to future pace them to the desired state will help connect with them on this emotional level. In our next post, we’ll discuss overcoming objectives.