How to Be Prepared for Pushback When Selling

Feeling confident when selling makes selling so much easier. Anticipating objections and arming yourself with prepared responses can significantly enhance your confidence in any situation. And knowing you have the tools to address objections effectively is key.

Let's dive into a few scenarios together, equipping you with the knowledge to navigate sales situations with confidence.

Customer Objection 1: Lack of Budget

Tip – share stories about real customers who have purchased your product or service to display proof of the quality of what you are offering and how you are the best option available.

• Figure out if the customer can truly afford your product or service (you should do some research before the conversation to get an idea of their position), then shift the focus of the conversation to the value or the benefits of the product or service and how they will improve the customer’s life or their business.

Customer Objection 2: Lack of Trust

Tip – share stories about real customers who have purchased your product or service to display proof of the quality of what you are offering and how you are the best option available

• Bonus tip: if you are in the very early stages of your business and don’t have any testimonials you can also tell a story about how you would use your product or service to improve an aspect of their business or life – it would be more of a hypothetical recommendation but the person will often feel flattered that you thought about them personally.

Customer Objection 3: Lack of Need

Tip – Try to figure out if they truly don’t need what you are offering or if there is a possibility that your product or service could be of value to them now or in the near future then find out when you should follow up with them next. You should rarely take the first no for an answer.

Customer Objection 4: Lack of Urgency

Tip – Ask questions to find out where your product or service will bring value to their life or their business then focus the conversation in that area. If you are further along in your business, you can also start the conversion focused on common areas or pain points of your existing customers and where they typically have needed the most help.

This proactive approach ensures that you're ready to engage effectively, building trust and making meaningful connections with potential customers. Check out my other blog posts for more tips!