10 Sales Objections and How to Rebut Them
Every 'no' hides a specific objection you can rebut. This guide gives you the exact script for the 10 objections you'll hear 95% of the time.
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A preview of the key points. Download to access the full content.
'It's too expensive'
Reframe: 'Expensive compared to what?' Then quantify the cost of NOT acting.
'I'll think about it'
'Which part exactly do you need to think about?' Pin down the real objection behind it.
'We already have a supplier'
'Great. What would you ask them to improve if you could?' Get in as a second option.
'Now isn't the time'
Explore: 'When would be the time? What would have to happen?'. Schedule a concrete future.
'We don't have budget'
'Is it an allocated-budget issue or a priority issue?'. Distinguish CAN'T from WON'T.
'I need to check internally'
'Sure. What doubts do you think they'll raise? Let me help you prepare.'. You become an ally.
'Send info and I'll let you know'
Set the next call BEFORE sending: 'OK. Tuesday or Thursday, what time shall we review it?'.
'I don't see the difference with X'
Don't compare features. Share a case of a client who switched from X to you, and why.
'Your competitor is cheaper'
'What exactly does theirs include?'. 80% of the time they're comparing unequal offers.
'Let me try it, if it works I'll buy'
Never give a free trial without commitment. Offer a paid pilot at a discount applicable to the contract.
💡 60% of clients say 'no' 4 times before saying 'yes'.
Source: Marketing Donut
💡 Reps who quantify ROI close 34% more deals.
Source: Gong.io 2024
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