Types of objections

Question 1

Hidden objection

Answer 1

The prospects don’t tell the salesperson what is really going on. As they hide their true feelings due to various reason:

• They feel the truth is none of the salesperson’s business.
• They don’t want to offend the salesperson.
• They want to mislead the salesperson.
  Such hiding from the prospecting that you don’t have money to purchase the product.

Question 2

The stalling objection

Answer 2

The prospect raises an objection that will hold of making a decision, so they are not forced to make a decision immediately.

• Driven by fear
  This is to avoid making a decision you’ll regret later. Such purchasing something you not sure you need.

Question 3

The lack of interest

Answer 3

When prospects say they don’t need the product, or they are not interested in changing supplies. This objection may be a smokescreen or genuine.

Question 4

The financial objection

Answer 4

The prospect raises an issue related to the financial costs of the product. This objection is often price related or budget related.

Question 5

The product related objection

Answer 5

Targeted at specific product features, or the lack thereof. No product will ever meet the needs of the buyer.

Question 6

The company objection

Answer 6

Directed to the salesperson company or brand, that he/she represents. Where prospects have developed a dislike for the company, product or for you personally. May be caused by past bad experiences.