[See original article on how to overcome the following]

Lack of Need

Buyers either don’t perceive the need to solve a problem or don’t perceive there is a problem. In this case, what you’re selling doesn’t resonate with the buyer or they simply don’t see the value in what you offer.

Lack of Urgency

Buyers don’t see the full impact and value of your solution. Typically, when urgency is an issue, other priorities trump your project. When prospects demonstrate a lack of urgency, you haven’t displayed how valuable your offer is.

Lack of Trust

Buyers feel uncertain about you, your solution, or your company. In this case, buyers may have a need and want to address it, but they don’t believe that you can achieve or deliver what you say you will.

Lack of Budget

While this is the most common objection, pricing objections can also be a disguise for something else. It’s important to get to the heart of the matter.

Product Objection

At times, a customer can voice an objection related to a product. For example, comments like, ‘This product is not as good as what your competitor is offering,’ or ‘Your product sounds a little complicated. We would prefer a simpler model,’ reflect a prospect’s concern about the product’s performance.

Lack of Authority

A typical sales objection you’ll face, especially when dealing with well-established companies, is a lack of authority. A prospect may suggest they don’t call the shots around when it comes to purchasing.

Source Objection

Some prospects may be okay with your product, but their uncertainties lie in doing business with you as a salesperson or the company in general. This is what I call source objection.

Contentedness Objection

A prospect being content with the current product or service they utilize doesn’t necessarily mean their needs are fully satisfied. A customer may voice an objection as ‘I’m happy with product XYZ’ or ‘Thanks but we already use XYZ.’

Time-related Objection

Time-related objections revolve around a lack of resources. The only difference is buyers use a lack of time to mask their real objection.

Aggressive Objection

As a salesperson, you’ll come across all types of buyers. Sometimes, you’ll face an aggressive prospect who will turn you down in the most unpleasant way.

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