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Where Do Sales Objections Come From?

The 5% InstituteHandling Sales Objections Where Do Sales Objections Come From?

Where Do Sales Objections Come From?

If you’re a Sales Professional or Business Owner, you’re going to come across sales objections from time to time.

 

Knowing how to handle sales objections is important, because it allows you use a step-by-step process to understand, empathize, and defuse the objection.

 

However what we’re going to look at in this article, is where do sales objections come from in the first place?

 

Let’s dive deeper.

 

 

Where Do Sales Objections Come From?

 

 

Sales objections are when a potential client gives you a reason, or asks you a question why they’re concerned with proceeding with the sale.

 

The type of sales objection you receive can come in many forms; from needing to speak to someone else about it, to needing to think about it.

 

Sales objections generally come from two places.

 

 

A lack of trust

 

 

The first place sales objections come from, is a lack of trust. If a person feels that they’re not sure whether or not you can actually deliver on your promise and do what you say you can do, they’re not going to trust proceeding with the sale.

 

Things that can slowly tear away trust, is by presenting to early, purely focusing on features and benefits without asking open-ended questions, and not establishing enough rapport with the potential client.

 

Furthermore – they may in fact actually trust you, however they may not be able to trust themselves in doing the work on their end that they may need to do. If they have little faith in themselves, this can also affect them wanting to proceed with the sale, and in turn – raise sales objections.

 

 

A lack of desire

 

 

The second reason why sales objections come up is a lack of desire to actually want to change. By buying your product or service, they’d be making some form of change.

 

The question is – do they have enough desire to go ahead and do it?

 

Human beings from a psychological point of view, are generally status quo creatures and don’t welcome change frequently. So there needs to be a real desire there for them to want to proceed with the sale, and more importantly know that it will mean they’ll be in a more beneficial state from doing so.

 

If a person genuinely believes they want whatever your product or service will deliver, then they’ll have a desire to want to buy.

 

If they’re 50/50 or not really concerned about whatever your product or service will deliver as an end result, they may not have the desire to proceed.

 

 

Final thoughts

 

It’s important during your sales process, that you ask enough questions, and build enough desire and value for a need to change if you want to win more sales.

 

By asking questions that are pain and pleasure related, you’ll have them answer their own reasons as to why they need to proceed with something – which will hopefully be your product or service.

 

Don’t wait until the end of your presentation to build trust and desire. If you want to overcome sales objections, you need to build up trust and desire throughout the sales process.

Khabeer Rockley

Khabeer Rockley is a Sales & Business Trainer, and the Founder of The 5% Institute

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