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Nov 27, 2017 at 07:00 AM

Small Business Sales - 7 Common Sales Objections and How to Overcome Them

By Alexandra Trujillo
Small Business Sales - 7 Common Sales Objections and How to Overcome Them

Many small business owners don't have a dedicated sales team and take on the role of sales themselves. This may work out well if the small business owner has a sales background, but what if he has not been trained in sales, and doesn't have a solid grasp on the finer points of selling? In this case, the small business owner must take time to learn the skill and create a sales plan to guide the process. Often the key is understanding what is stopping a potential client from making a decision in your favor. Once you know why he is hesitating, you can reply directly to that specific objection.

You may hear these sales objections during the selling process; learn how you can overcome each one.

1. Price

Example: "Your services cost too much. I can get the 'same' service from someone cheaper."

When the bottom line is the biggest hurdle for a client, you need to help her justify the cost. Try breaking down your total cost into smaller amounts that are attached to smaller services so the client can see why your price point is what it is. And make sure you focus on the unique value of your products and services that the client won't be able to get from any other provider.

2. Complacency

Example: "I'm okay with the way things work right now."

When complacency is the culprit, you can try to use just a touch of fear to get the client to see why he needs to start thinking about the making changing. Share some research about the competition and some of the changes they have made in their businesses. There is often nothing like a look at everything your competitors are doing that you are not yet doing to move you to action.


Posted in Small Business Marketing and Sales.

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