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Types of objection

 

Disciplines > Sales >  Objection-handling > Types of objection

Need | Price | Features | Time | Source | See also

 

There are many types of objection. Here are a few of the main ones. If you can classify how they object then you are on the first step to handling the objection.

Need

They say that they do not need your product or service for some reason or another, or perhaps have a need that you cannot satisfy.

Examples

I have one of those already.

My car works just fine thank you.

I have no space for any more.

Sorry, I just don't want it.

Price

The objections here are about the price of the product.

Examples

How much??

I have already spent my budget for the month.

Your competitors sell a better product for less money.

I could get it cheaper on the web.

I didn't realize that service was not included.

Features

They object to some element of what you are selling, whether it is aspects of a service or details of a product.

Examples

I don't like that style. It looks rather modern for me.

It does not have the latest gadgets.

The guarantee is only six months.

It is far too big.

It is not good enough quality.

Time

In this, the objection is around time, such as the person not being ready to buy.

Examples

I don't know. I need to think about it.

I won't have the money until next month.

I am moving next year, maybe then.

I need to talk to my manager first.

Source

They question the source of the product, often its credibility. This may include questions about you, too.

Examples

I do not know you from Adam. I prefer to buy from people I know.

I saw a report about how badly your company treated its workers.

How will I know if you are around to service this in five years?

See also

 

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