FAQs
Neutralize the “no budget” objection
First, acknowledge that you understand what the prospect has said and recognize its validity. Then, tell them, “I understand. A few of my customers have gone through their budget quickly this year and are trying to get approval for an additional budget.”
How do you respond to no budget objection? ›
Neutralize the “no budget” objection
First, acknowledge that you understand what the prospect has said and recognize its validity. Then, tell them, “I understand. A few of my customers have gone through their budget quickly this year and are trying to get approval for an additional budget.”
How to handle I can't afford it objection? ›
Deflect to the value you offer
Whenever a sales prospect starts giving an objection that they cannot afford your product or that your product is too expensive, the first place is to try to take the conversation back to the value that your product has to offer.
How do you handle objections professionally? ›
Here's how it plays out:
- Step 1: Run an effective discovery process before closing objections arise. ...
- Step 2: When objections arise, thank your prospect. ...
- Step 3: Empathize to put your prospect at ease. ...
- Step 4: Ask open-ended questions to uncover the root cause of the objection.
The best way to handle hidden objections is to bring them to the surface. In other words, ask questions to get your prospect to talk openly about her objections. If she says no simply continue to ask questions until you are able to identify the true objection.
How do you respond to "We don't have the budget"? ›
Expert Ways To Handle The “I Have No Budget” Objection
- Recognize the objection's validity. Simply saying “I understand” can be a great way to neutralize the objection. ...
- Talk about pricing early. ...
- Use strict criteria to qualify leads. ...
- Highlight the value, not the cost. ...
- Drill down on the problem's financial cost.
Dial down the drama
Trust me, there's no need to make this a big production. Keep it simple and positive. Just say something along the lines of, “I'm so sorry to miss out on the fun, but X isn't in my budget right now. But I'm so happy for you, and I'd love to celebrate in another way!”
How do you professionally say I can't afford that? ›
“I just really can't afford it right now, I hope you can understand.” “I've got some big savings goals I'm trying to kick – can we take a raincheck?” “Maybe another time? I'm saving for ___ and it's really important to me – I hope you can understand.”
How do I respond to "I can't afford it"? ›
Instead of pressuring them, step back and say something like, “Thank you for sharing how you feel. I understand how it feels to be interested in a product or service you really like but feel you can't afford it.” By showing empathy, you reduce the pressure off your customer and start to build trust.
How to handle I can't afford it? ›
How to handle “I Can't Afford It”
- Don't let it be the end of the conversation. First of all, don't let your heart sink and just give up and end the conversation. ...
- Find out what the true concern is. ...
- Address the real concern. ...
- Don't be afraid to “talk money”
Personalization, perceived value, performance value, and proof are the 4 P's of objection handling.
What are the 3 F's for handling objections? ›
How do you handle sales objections with the 3 F's method? The 3 F's method – Feel, Felt, Found – involves empathizing with the customer (feel), sharing similar experiences of others (felt), and offering a positive outcome or solution (found).
What are the 7 different ways to handle objections? ›
How to Overcome Sales Objections
- Practice active listening.
- Repeat back what you hear.
- Validate your prospect's concerns.
- Ask follow-up questions.
- Leverage social proof.
- Set a specific date and time to follow up.
- Anticipate sales objections.
Let's dive in...
- Prevent the objection before it happens. The best way to handle this is to not let it come up in the first place. ...
- Confirm that the need exists. ...
- Ask tough questions that highlight the "cost of not" ...
- Add up the advantages. ...
- Have a payment plan option. ...
- Make it risk-free.
The golden rule of handling known objections is that whoever brings it up first, usually wins! If ye don't bring it up first and move it out of the way, it will be blocking the buyers' mind thoughout the sales cycle.
What are the four techniques used to overcome objections? ›
A 4-Step Approach to Overcoming Sales Objections
Listen. Understand. Respond. Confirm.
How do you respond when someone asks what your budget is? ›
Go ahead and share your budget estimate, even if it's a broad range. Cite a high- and low-end, or give a more specific figure if you're comfortable doing so. If your budget depends on a variety of factors, be open about that. What considerations will impact how much you can spend?
How do you respond directly to a price objection? ›
Here are the most important things to keep in mind:
- Don't get defensive.
- Don't make assumptions about why they're objecting to the price.
- Avoid arguing over the price.
- Resist the temptation to drop the price immediately.
- Don't overlook the importance of demonstrating value.
Here's how to respond to low-budget clients or cheap customers.
- Make the Response Personalized.
- Acknowledge the Question.
- Describe Behind-the-Scenes Work.
- Showcase Your Expertise.
- Explore Alternative Pricing Options.
- Know When to Say 'No'
To recover from this objection, you must lay a proper foundation for the testimony — i.e., demonstrate that the witness has personal knowledge on the topic that qualifies her to answer the question. You can do this by slowing down, backing up, and asking the necessary questions to lay the proper foundation.
