How to Overcome the most Common Objections in Sales

There are a series of objections that—regardless of the type of business you have—are constantly repeated. The thing is, both in sales and negotiation, to gain an advantage, we must be prepared beforehand. The reason for doing so has to do with the security we project, and the knowledge we have about the business. Remember something very important: objections are sales opportunities. Let them surface freely, as the client will tell you what hurts them or needs to be healed.

Given the above, here are the 5 most common B2B business objections and how you can respond to them to generate more business.

Recipe for Overcoming the 5 most Common Objections in B2b Sales999

1. “it’s too Expensive” (price)1067

Highlight the issue of value: Use specific figures: “Our clients typically recover their investment in X months”.
Smart comparison: I understand that it is an investment. Can I show you how other clients are saving/reducing costs/increasing their income with this product/service?
Divide and conquer: Break down the cost per day, per use, or per benefit to minimize the initial impact or prevent it from being perceived as too expensive.

2. “i Have to Think about It”1568

Identify the real objection: “Of course, I understand. What specifically would you like to think a little more about: the price, the functionality, or the timing?”.
Offer support in the analysis: Provide an executive summary with pros/cons.
Establish a soft close: “How about we talk on Thursday to see how that reflection is going?” (Note: don’t let too much time pass before contacting them again, as the more time passes, the more likely the sale will fall through).

3. “i Don’t Have a Budget”2101

Create urgency through opportunity, not pressure: “I could get you an X discount, and maybe a 15-day term”.
Escalate or gradual entry: Offer a more accessible version or a pilot for them to try it (puppy technique).
Aim to avoid the cost of not acting: Not doing anything also has a price. What impact would not resolving this now have?

4. “we Don’t Need It Now”2496

Project the cost of delay: What would happen if your competition was already implementing it? What impact would waiting another 6 months have?
Connect with a future vision: Where do you want your team to be in 6 months? This could accelerate that path.
Offer a trial or demo to experience the value without commitment.

5. “we Are Working with Another Provider”2866

Elegant differentiation: Great, what do you value most about your current provider? Maybe we can complement or even improve some aspects.
Offer benchmark: Objective comparison with data or real cases.
Sow doubt without attacking: Some companies like yours have switched to us and then come back, here are some references.

Always remember to use in your responses to objections: how can you make your clients gain more time, money, and effort?, and use it in your favor. The professional salesperson and negotiator prepare in advance.