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Fact: Every product or service has 7-10 common customer objections.

If you think about your prospecting and selling efforts over the last year you’ll realize that you heard the same 7-10 customer objections. These objections will be different depending on what product or service you’re selling, but they will be repeated over and over.

It’s hard to come up with brilliant answers when we’re standing in front of a customer and attempting to answer an objection on the fly. Doesn’t it make sense for us to prepare responses to these objections ahead of time when we’re in a better environment to do so?

Being ready with answers can benefit us the most when addressing specific objections that are unique to our industry or competitive environment. Let me give you an example:

Physician to pharmaceutical salesperson, “I don’t need another pharmaceutical company pushing their products on me. I’ve got reps coming out of my ears and too many drugs to keep track of as it is.”

This is a customer objection that is specific to this industry and would be difficult to answer if we weren’t prepared. However, this particular sales professional is prepared and here is her planned response when she hears this common customer objection.

“And that is exactly the reason you do need to talk to me. Our company has a comprehensive range of drugs that will meet the vast majority of needs you will see as a pediatrician. You’ll be able to actually reduce the number of pharmaceutical companies that you use.”

If you want to take this to the next level, get with your sales peers and compare notes. Agree on a list of 7-10 common customer objections and as a group create solid responses.

There is no reason to be caught with our pants down when it comes to customer objections that we encounter on a frequent basis. We can have answers in our hip pocket.

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Tags: objections

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